Power of 3’s

An often overlooked and powerful strategy in sale recruiting is simply, the power of 3’s.  Setting the stage by sharing your commitment to providing great service, being in communication along the way, and handling your business with integrity, is the first step in the process.  Assuring your referral source you will take care of their friend like family and assuring your referral source they will never be embarassed are key.

Once comfortable, I move to the second step in the process, it is time to ask for referrals.  I like to focus my referral requests in a few key areas.  Usually, the person I am talking with and I have history together.  I may have sent them out on interviews in the past which means I have access to their resume and the company’s they have worked with in the past.  I ask for a referral from their past employer, then I inquire about current colleagues and lastly I narrow down to the competition.  Typically, I get the referral on the third request.  It’s a powerful recruiting strategy which only deepens the relationship I already have.

As always, sales and recruiting, is always a step by sttep process.  Asking for the referral out of sequence will not yield the same results as following the process.  Stop by and check out a resource that you can leverage for accountability, role play and skill enhancement that will boost your billings.

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