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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler is open but operating remotely in accordance with recommendations by the CDC to do our part to hopefully help ‘flatten the curve’ of the spread of the virus. We’re here for you and our community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Peak Performance Management, Inc. | Pittsburgh, PA
 

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If you’re not getting referrals or not getting enough of them, you’re walking away from sales and revenue. Not convinced?

Then, run these numbers for yourself to see how much money you’re losing when you don’t ask for referrals:

     1.  List the number of  face-to-face meetings you’ve had in the last 5 business days:

      ____
     2.  List how many times you’ve formally asked for referrals at these meetings:

      ____

     3.  Subtract answer 2 from answer 1:          
          This is the number of times you didn’t ask for a referral.

      ____

     4.  When you do ask for referrals, how many do you get on average per ask:

      ____

     5.  Multiply answer 3 by answer 4:
          This is the numbers of referrals you have missed.

      ____
     6.  Write down your closing percentage from a good, referral based business:

      ____
     7.  Multiply the percentage in answer 6 by the answer in 5:
           This is your number of lost clients.

      ____
     8.  What is the average size of a deal in your business:

      ____
     9.  Multiply the answer in 8 the answer in 7:
          This represents lost your lost revenue.

      ____
     10. Write down how many weeks a year you work:

      ____

     11. Multiply your answer in 10 by your answer in 9:
          This is the revenue you’ve lost during a year because of lost referrals.

      ____

Now, what do you think about the referrals you’ve lost? How well are you doing? Can you do better? Motivated to get more referrals?

Sales Report: 5 Mistakes in Tech Sales That Could Be Costing You Millions5 Ways For Builders and Remodelers To Increase Referral Business

Referrals cost less to produce than other leads and close at a much higher rate, so they should be a key part of your prospecting process.

Download Your Free Report Now.

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