谁能帮忙用英文解释一下什么是referral selling吗?

谁能帮忙用英文解释一下什么是referral selling吗?
谁能帮忙用英文解释一下什么是referral selling吗?

谁能帮忙用英文解释一下什么是referral selling吗?
Recommendation type sale
Recommend new customer can sooner with develop business betterly.If do not make use of to recommend a type sale, you will lose 25% latent business.Win the top sale technique of the new business, make use of salesman not.The best method is to pass your existing customer, recommending latent customer toward you.
Recommend the so worthy reason of way lie in:
1,the latent customer is recommend by the person whom you understand.So, you can shorten process of acquaint with the latent customer, and, build up in the comity,acquaintance and the business to relate to foundation of a little bit common, can also be in aid of you alleviate the initial contact in the process of sale understanding the pressure of the stage.
2,recommend the way extension business network.You can pass each latent customer that is recommend, extending you of the relation turn, then make use of this relation network, increase existing business, win new business.
3,recommend a way to lower sale expenses.Pass the claim recommends and follows latent customer, you not only save time, but also lower expenses.Expenses promoted toward an all new object, want to compare to is recommend of the latent customer promote many 600%.Try to give it a bit of thought, increase sale a personnel to carry on promote, the expenses is very high, but makes use of the customer that you own to recommend new customer, the expenses isn't expensive.
4,latent customer been recommend, to recommend a person to bring the increment value.When you follow is recommend of latent customer, win this business, and make at the time that him dulcify, the value that recommended a person can also promote.The reputation that recommends a person get an exaltation, and will usually get the with gratitude of this new customer.
5,recommend the way help to make use of your best sale troops.The pleased customer constitutes your most strong sale troops, their public praise is unique most valid advertisement method.Your will be usually request to provide a concerning the product or the service can believe the proof of sex, but you of the recommendation of the existing customer, can bring the reputation result for get instant results, and seldom need to increase an additional information.
The trust is the solid that purchases decision in a sale situation of typical model, the trust is the initial problem in the latent customer brain, he ask an oneself"can how I know trust this person and this company?"You work very hard;For the sake of the accommodation of the printing data and beauty, you paid a lot of;The product certificate that you return toward latent customer demonstration to suit, put forward a good problem, and careful listen to the answer of[with] problem;All these all for winning a trust.
The Brian Tracy is the top sale training professional in the world, he thinks the establishment trust is to sell process in the square one of the key.He say that together the work of the customer establishment trust, have the whole 40% of sale process, other the work then announces to public the demand of the customer, providing the solution of[with] problem.Recommend the value of[with] way on this kind of meaning easy, that be:Between your together existing customer, and existing customer together of the latent customer recommend, trust the relation exists already.Process of recommend make you together drive recommend of of the latent customer, build up since the trust of[with] a certain degree quickly, this for start sale is an emollient advantage.
Recommend the person's main type
We through see much of many face to the profession sale a personnel to ask for help an advertisement, they all promise to absolutely didn't aim at stranger of the sale visit.In fact, the business enterprise can make this assurance is some more and definitely, they can teach the sale the personnel, how the colleague acquires the latent customer of the recommendation there from the family,friend and business.So, sale personnel can in together each one already have the confabulation of the customer and latent customer, the claim recommends new customer.
So, we can from which outlets acquire the best customer to recommend?The following outlet is well worth try:
1,customer greatly most recommendations all come from satisfied existing customer, so the recommendation of the existing customer is very obvious.Sell the personnel can't usually the periodical(such as every month) ground recommends toward the long-term customer or the customer claim.When the customer likes you enough, would like to continue to do business with you, so very possible, they can and would like to continue toward you to recommend new business.When these customers recommend toward the latent customer, they have already got to be subjected to a benefit how here from you by themselves, so, this latent customer will also incline toward to do business with you very strongly.
2,the friend is big you of friend's turn can become the huge source that recommends new business.The refore important BE, your close friend wants to understand your business and it brought your existing customer what value.When the friend also understands your ideal customer or customer what kind of should, they can even look for for you with recommend suitable latent customer.
3,the customer of the rival is big this is usually neglect, but those people whom now didn't do business with us, usually can recommend some customers with latent terrific values.
4,supplier greatly and together the supplier keep a firm and reliable relation, can bring a great deal of business of recommendation, being same business enterprise of type at the customer of the supplier and our both parties especially, but providing at both of the service have no under related circumstance, is more such.
5,the family member's the greater selfses is in the middle many persons who swear and do not chase the business and the family 搅 together, would not like to pass a family a member to recommend business.But, those persons who have already derived much benefit from the family the member recommend business, but very the clear manner ground invitation family the member recommends the worth places that the business stands together to follow namely.
Key link
Such as front say, we know each other of person-BE a business in spite of the relation is medium, be still business relation outside of the persons all can recommend worthy and latent customer for us.However, these people impossibly look for the name and the telephone number of the qualified and latent customer for us all day long.So how do we acquire these informations?We need to open mouth to request these informations!Too simple?Really BE, but open mouth a request how?
How open mouth to request to recommend business, is a key link that sells process.And see this kind of method:"Can your understanding be subjected to the person of the benefit from our service?"We gave to recommend a person to limit"understanding" and"incognizant" of choice, this for recommended a person to provide 50% opportunity answer"incognizant".
For increasing our successful opportunity, first, we need to help to recommend a person a station to start manage agreeable way of thinking at the angle of the oneself;Secondly, we need to be from the choice of"BE/ is not", the choice that transfers to"BE/ BE" come up.This more concrete method more and once:"Which businesses your office have to be subjected to a benefit from our service?"Perhaps:"Have in your neighbor which persons to would be subjected to a benefit from the specialized service choose by you?"Pass to concretely lift to ask more, we since in aid of recommend person's concentration to pay attention to in some can raise us to acquire an and two opportunities that is recommend latent customer name again on the other hand.
Together satisfied you of customer exchanges, can try this method:"We all of much new business is come from elephant you similar do business with us of person.Which friends you have to be subjected to a benefit from it?"Can enhance the value that we bring existing customer, and open the opportunity front door that the non- rival recommends new business so.Under the circumstance that customer/customer cooperate with us to see as a kind of competitive advantage, this kind of method has value specially.
The business contact
Recommend the key factor that the business follows aspect, be contact in time with the first time business contact method.Contact in time very important.Recommending a person usually will notify to be recommend a person, having already made him tell we/her name, we follow of time is more late, this business opportunity will downplay more.Time that we follow is too late, may be comprehend for the opportunity of our inattentive this new business, perhaps we lack organization, this both all will injure we are recommend together of the latent customer cooperate of possibility.Time that the first impression keep on is very long, so we need to be follow quickly, making use of an opportunity of recommend the business professionally and well.
Follow equal together and in time important is the method of the first time business contact.We usually can't make sure recommendation a person and be recommend the relation of the person's to come to a what extent.For making up this information blemish, we the method that need to be made the first time business contact is valid possibly.
If pass by what plan consider in advance perhaps, we may say:"The Joe Jones says I should make a phone call for you."The latent customer increment burden make is recommend so, think you are in the detective him.In fact, this latent customer may put forward some problem beginnings a conversation, and this conversation may together what we hope is clearly contrary.
Please try this method:"The Joe Jones calls me make a phone call to you, I promise him to say my meeting."Today, anyone as long as keep promise, will be subjected to a good evaluation.Therefore pass this method, we start talk to create aggressive atmosphere for the together latent customer.This engagement that can let us correspond a meeting directly, put forward a good problem toward the latent customer, understand his condition and the need.
End, win more recommendation business, there are some concrete techniques.These techniques include:See everybody whom you meet to make a latent new business to recommend a person;For you of the sale troops establish the policy of the business recommendation;The employee who guides you adopts a valid step, winning more recommendation business;Set up to win excellent typical model of recommend the business with study.
The business recommends a way with low in other sale method 1/5 of cost, acquire 10 times profitses.But our no one attain in this aspect the best.So, is what baffling your exaltation recommend business quantity?

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Referral selling is used by some traders to encourage consumers to enter into contracts to buy their goods and services by offering consumers, once the contract is made, rebates, commissions or other ...

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Referral selling is used by some traders to encourage consumers to enter into contracts to buy their goods and services by offering consumers, once the contract is made, rebates, commissions or other benefits, for the names of or referral of other consumers to the trader.
Simply,it is a promoting method to attract more customers,in the same time, the old customer who introduces new clients to the buyer will also be benefited, such as a big discount.

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Referral selling occurs when you are induced to buy goods or services by the impression that you will benefit in some way if you introduce new customers to the business.
The benefit is likely to b...

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Referral selling occurs when you are induced to buy goods or services by the impression that you will benefit in some way if you introduce new customers to the business.
The benefit is likely to be in the form of a promise of a rebate, commission or other benefit, which will be obtained when you refer or introduce others to the product or service.
It is illegal for a trader to induce you to buy goods or services by giving you the impression that you will benefit in some way if you introduce new customers.

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推荐式销售
推荐新顾客能更快和更好地发展业务。如果没有利用推荐式销售，你将失去25%的潜在业务。赢得新业务的顶尖销售技术，并非利用推销人员。最佳的方法是通过你的现有顾客，向你推荐潜在的顾客。
推荐方式这么有价值的原因在于：

1、潜在顾客由你所了解的人推荐。这样，你就可以缩短熟悉潜在顾客的过程，而且，建立在友谊、熟人和业务关系基础上的共同点，还...

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推荐式销售
推荐新顾客能更快和更好地发展业务。如果没有利用推荐式销售，你将失去25%的潜在业务。赢得新业务的顶尖销售技术，并非利用推销人员。最佳的方法是通过你的现有顾客，向你推荐潜在的顾客。
推荐方式这么有价值的原因在于：

1、潜在顾客由你所了解的人推荐。这样，你就可以缩短熟悉潜在顾客的过程，而且，建立在友谊、熟人和业务关系基础上的共同点，还可以帮助你缓解销售过程中初步接触了解阶段的压力。
2、推荐方式扩大业务网络。你可以通过每个被推荐的潜在顾客，扩大你的关系圈，进而利用这个关系网络，增加现有的业务，赢得新业务。
3、推荐方式降低销售费用。通过请求推荐和跟进潜在顾客，你不仅节省时间，还降低费用。向一个全新的对象推销的费用，要比向被推荐的潜在顾客推销多出6倍。试想一下，增加销售人员进行推销，费用很高，而利用你所拥有的顾客推荐新顾客，费用并不贵。
4、被推荐的潜在顾客，给推荐人带来增加值。当你跟进被推荐的潜在顾客，赢得这笔业务，并且使他愉悦的时候，推荐人的价值也得以提升了。推荐人的信用得到提高，而且会经常得到这个新顾客的感谢。
5、推荐方式帮助利用你最好的销售队伍。愉悦的顾客组成你最强大的销售队伍，他们的口碑是唯一最有效的广告方式。你会经常被要求提供关于产品或服务可信性的证据，而你的现有顾客的推荐，可以带来立竿见影的信用效果，而且很少需要增加额外的信息。
信任是购买决策的坚实基矗在一个典型的销售场合中，信任是潜在顾客脑子里的首要问题，他问自己“我怎样才能知道可以信任这个人和这家公司？”你工作很努力；为了印刷资料的合适和美观，你付出了很多；你还向潜在顾客展示适合的产品证明，提出很好的问题，并仔细倾听问题的答案；所有这些都是为了博得信任。
Brian Tracy是世界上顶尖的销售培训专业人士，他认为建立信任是销售过程中关键的第一步。他说，同顾客建立信任的工作，占整个销售过程的40%，其它工作则是揭示顾客的需要，提供问题的解决方案。在这种意义上，推荐方式的价值很简单，那就是：在你同现有顾客之间，以及现有顾客同所推荐的潜在顾客之间，信任关系早已存在。推荐的过程使你同被推荐的潜在顾客之间，迅速地建立起某种程度的信任，这对于启动销售是一个有力的优势。
推荐人的主要类型
我们经常看到许多面向专业销售人员的求助广告，它们都保证绝对没有针对陌生人的销售拜访。事实上，企业可以使这一保证更加明确一些，它们可以教销售人员，如何从家庭、朋友和业务伙伴那儿获得推荐的潜在顾客。这样，销售人员能够在同每个已有顾客和潜在顾客的交谈中，请求推荐新的顾客。
那么，我们能够从哪些渠道获得最佳的顾客推荐呢？以下渠道值得一试：
1、顾客大大多数的推荐都来自满意的现有顾客，因此现有顾客的推荐是很明显的。销售人员不能经常定期（如每月）地向长期客户或顾客请求推荐。当顾客足够喜欢你，愿意继续同你做生意，那么很可能，他们能够而且愿意继续向你推荐新业务。当这些顾客向潜在顾客推荐，他们自己已经从你这里得到何等的受益，那么，这个潜在顾客也会很强烈地倾向于同你做生意。
2、朋友大你的朋友圈可以成为推荐新业务的巨大来源。因此重要的是，你的密友要了解你的业务及其给你现有的顾客带来了什么价值。当朋友也了解你理想的顾客或客户应该是怎样的，他们就更能为你寻找和推荐合适的潜在顾客。
3、竞争对手的顾客大这一点经常被忽视，但是那些现在没有同我们做生意的人们，经常可以推荐一些非常有价值的潜在顾客。
4、供应商大同供应商保持牢靠的关系，能够带来大量推荐的业务，特别是在供应商和我们双方的客户是同一类型的企业，但在两者提供的服务毫无相关的情况下，更是如此。
5、家庭成员大我们当中许多发誓不把生意和家庭搅在一起的人，都不愿意通过家庭成员推荐业务。但是，那些已经从家庭成员推荐业务中受益良多的人，却十分清楚礼貌地邀请家庭成员推荐业务并立即跟进的价值所在。
关键环节
如前所述，我们认识的人——不论是业务关系中，还是业务关系之外的人都能够为我们推荐有价值的潜在顾客。然而，这些人不可能整天为我们寻找合格潜在顾客的名字和电话号码。那么我们怎样才能获得这些信息呢？我们需要开口要求这些信息！太简单？的确是，但是怎样开口要求？
如何开口要求推荐业务，是销售过程的一个关键环节。且看这种方法：“你认识能够从我们的服务中受益的人吗？”我们给推荐人限定了“认识”和“不认识”的选择，这为推荐人提供了50%的机会回答“不认识”。
为了增加我们的成功机会，首先，我们需要帮助推荐人站在自身的角度来开始理顺思路；其次，我们需要从“是/不是”的选择，转移到“是/是”的选择上来。比较一下这个更具体的方法：“你办公室中有哪些业务可以从我们的服务中受益？”或者：“在你的邻居中，有哪些人会从你所选择的专门服务中受益？”通过更加具体的提问，我们既可以帮助推荐人集中关注于某一方面，又可以提高我们获得一、两个被推荐潜在顾客名字的机会。
同满意你的顾客交流，可以尝试这个方法：“我们许多新业务都是来自象你们一样同我们做生意的人。你有哪些朋友可以从中受益呢？”这样能够强化我们带给现有顾客的价值，并且打开非竞争对手推荐新业务的机会大门。在顾客/客户把同我们合作视为一种竞争优势的情况下，这种方法特别有价值。
业务联系
推荐业务跟进方面的关键因素，就是及时联系和首次业务联系方法。联系及时很重要。推荐人常常会通知被推荐人，已把他/她的名字告诉我们，我们跟进的时间越迟，这个业务机会就会越淡化。我们跟进的时间太迟，可能会被理解为我们不在意这个新业务的机会，或者我们缺乏组织，这两者都会损害我们同被推荐的潜在顾客合作的可能性。第一印象持续的时间是很长的，因此我们需要迅速地跟进，专业地充分利用推荐业务的机会。
同及时跟进同等重要的是首次业务联系的方法。我们通常不能确定推荐人和被推荐人之间的关系达到了什么程度。为了弥补这个信息缺陷，我们需要使首次业务联系的方法尽可能地有效。
如果没有经过什么计划或者事先的思考，我们可能会说道：“Joe Jones说我应该给你打电话。”这样会使被推荐的潜在顾客增加负担，认为你是在侦探他。事实上，这个潜在客户可能会提出一些问题开始了谈话，而且这个谈话可能同我们所希望的截然相反。
请尝试这个方法：“Joe Jones叫我打电话给你，我答应他说我会的。”今天，任何人只要遵守诺言，都会受到很好的评价。因此，通过这个方法，我们为同潜在顾客开始谈话创造积极的氛围。这让我们能够直接切入会面的约定，向潜在顾客提出很好的问题，了解他的状况和需求。
最后，赢得更多的推荐业务，有一些具体的技巧。这些技巧包括：将你所遇到的每个人都看作一个潜在的新业务推荐人；为你的销售队伍制订业务推荐的政策；指导你的员工采取有效的步骤，赢得更多的推荐业务；树立和学习赢得推荐业务的优秀典型。
业务推荐方式以低于其它销售方法1/5的成本，获得10倍的利润。但是我们没有人在这方面做到最佳。那么，是什么阻碍你提高推荐业务量呢？

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