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Thoughtful Thursdays – On word of mouth

Word of mouth is powerful and can be beneficial as well as detrimental to your business.

It is fact that people are more likely to talk about a poor experience than a good one. Today’s sales thought is about benefical word of mouth.

In order to benefit from word of mouth recommendations and referrals you will need to have more satisfied customers than you probably think. Not every happy customer is going to talk about you all the time, if at all. With this in mind, it is a good practice to remind your customers to tell their friends about you if the opportiunity comes up.

While I am not a big fan of providing incentives for referrals, it is a viable marketing strategy that can work to generate prospects.

My position has always been to treat referrals as a bonus, not an expectation. I do not expect my customers to do the selling for me. A good referral indicates there is a higher than normal level of trust in the realtionship and that they are willing to put their name on the line. It is among the highest praises you will get for a job well done.

Be mindful that can take longer than you think before word of mouth begins to affect your business. Don’t depend on it, rather take it as validation that you are right things and keep doing them.

Good selling,

Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.

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