As I was flying home yesterday from my spring break cruise, I got to thinking about this platform salesperson I know.
This boy can close sales like nobody's business. He creates a stampede to the back of the room so powerful it's almost as if someone yelled "FIRE!"
People are lined-up ten deep with credit cards in hand clamoring to buy whatever he's selling. This guy is almost always the top selling speaker at every event.
It's a thing of beauty to behold…on the surface.
But when you look deeper, it gets nasty and ugly.
He is rarely invited back to speak even though he makes the event promoter a ton of money. (The only promoters who have him come back are hit and run guys whose only concern is sucking as much money out of the room as possible then quickly getting out of Dodge.
You see, our killer closer will say ANYTHING to make the sale. He'll promise the moon without a clue as to how to deliver it. He'll bully audience members to get a laugh or make a point. He'll continue pitching long after he's off the stage and even during a fellow speakers presentation.
As for referrals? Forget about it. He is a "take the money and run," guy. No doubt, he takes a lot of money but he's got to run here, there and everywhere to get more. He has no real business – only the next presentation.
You don't want to be THAT guy, do you?
I believe in ethical persuasion. Yes, I want to close as many sales as I can. Yes, I want to create a stampede to the back of the room, or to my online order form or to my 1-800 number – and that does happene almost every time I do a sales presentation.
But I also want to create a customer who will send me referrals and who will buy the next thing I'm selling and the thing after that. I want to deliver MORE than I promised. I want to be invited back.
You can crush it and leave Dodge not only with bags full of money but customers who will pay, stay and refer.
Make it a great weekend and as always…
Kick butt, make mucho "DEEnero!"
P.S. Do you have a real, step by step, systematic way to generate referrals? Note that I did NOT ask if you get referrals here and there. The questions was do you have a SYSTEM that churns them out like clockwork? If you don't, then checkout this program Dan Kennedy and I created. It gives you a killer referral blueprint that will make every new customer, client or patient you get even more valuable to you.