The Sales Evangelist (Repeat Business)

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition
Modern Selling Strategies
Modernizing Your Sales
Creating A Great Work Enviroment for Sellers
Using LinkedIn
Personal Image and Selfcare
Better sales emails
BDR & SDR Skills
AE Skills
Preparing For 2023
Kicking Off The Year Right
Sales Success Stories
Women in Sales
Better Selling
building sales pipeline
Closing Sales Pipeline

Archives

2024
March
February
January

2023
December
November
October
September
August
July
June
May
April
March
February
January

2022
December
November
October
September
August
July
June
May
April
March
February
January

2021
December
November
October
September
August
July
June
May
April
March
February
January

2020
December
November
October
September
August
July
June
May
April
March
February
January

2019
December
November
October
September
August
July
June
May
April
March
February
January

2018
December
November
October
September
August
July
June
May
April
March
February
January

2017
December
November
October
September
August
July
June
May
April
March
February
January

2016
December
November
October
September
August
July
June
May
April
March
February
January

2015
December
November
October
September
August
July
June
May
April
March
February
January

2014
December
November
October
September
August
July
June
May
April
March
February
January

2013
December

March 2024
S M T W T F S
     
          1 2
3 4 5 6 7 8 9
10 11 12 13 14 15 16
17 18 19 20 21 22 23
24 25 26 27 28 29 30
31

Syndication

How to 10X Your Income With Repeat and Referred Business

Repeat and referred business is a sure tactic to grow your business 10x. Despite that, not many are looking into it.  A reliable tactic to increase income is to use repeat and referred business.

Gia Le, a successful real estate agent in Australia, whose heritage is Chinese-Vietnamese,    uses this strategy with great success. However, before she got into real estate, her career started in finance and insurance sales through the automotive industry. 

Gia wasn’t always the top salesperson she is today.  Working for Australia’s largest automotive holding company, she was almost fired in her first three months as an insurance and finance consultant.  

Selling using out-dated methods 

Early in her career, Gia attended several training programs offered by her company. She learned a variety of  selling techniques and rehearsed the scripts but they proved to be ineffective.. These original methods sounded rote to the more sophisticated customers and the techniques were perceived as out-dated and insincere.    The dealership was a very fast-paced environment, sometimes having to close sales within two or three hours, and she was struggling and fighting. 

In Australia, a dealership makes more money on the finance and insurance than on the vehicle itself and accounts for nearly 60- 70% of the dealership’s profits.. Gia knew if she didn’t start performing her time at the company was going to come to a close.  It was then the right mentor appeared.ia recalls, “He pulled me aside and said, ‘Hey, Gia stop trying to focus on the sale. Why don't you just start focusing on the people and realize that we're selling more than just finance and insurance.’” It was in that moment that she understood she was there to solve problems and provide a service.  

“I truly sold nothing.The only thing I truly sold was a promise, an opportunity and above all, a relationship. The moment I started connecting and focusing on my client's pain, empathizing with them and gaining their trust through the art of storytelling, I was basically closing nearly 70% of all the clients who walked through my door.”

Sales is about selling an opportunity, and above all else, relationship. #SalesSuccess

 Working at such a fast pace, she also understood the need to act quickly. “Nobody was in a dealership to waste their time because time is the most precious commodity anybody ever has.” 

She knew if her client walked away they didn’t want to work with her.  It was in these moments she decided not to give away her business card. 

“I would never give out a business card because any seasoned consultant should really understand that, yeah, (them taking your business card) is a consolation prize. It’s their way of saying, I'll take something off you and I'm going to go away. I'm going to leave you living in hope but hope doesn’t pay the bills.”  Knowing she needed to make a connection in those fleeting moments in order to close a sale, she became proficient in understanding the client’s needs, addressing their concerns and offering a solution. 

Gia worked for the dealership for seven and a half years and at the age of thirty, decided she no longer wanted to work seventy hours a week and wanted more flexibility.  She wondered what else she could do with the sales skills she had. 

By then, Gia was working with a life coach and with real estate’s flexibility and use of her sales experience, they thought it was the perfect answer. 

Gia was a real estate agent for about a year when she noticed that using the emerging digital platform to market properties was being underutilized in Australia. 

“The use of social media four years ago was only just starting to blossom.  I started a digital agency after I saw that opportunity. I made $500 in my first month after making big dollars in finance.  Now, my digital agency is growing across Australia. We're now in Asia.” 

Growing the business through repeat and referred business 

Gia credits the growth of her business to her sales background.  As her company continues to grow she is still selling and understands that referrals don’t happen by luck. 

From the beginning, repeat and repeat business was her focus and she set the tone for her employees. “I kept telling everybody across the company I wasn't the best consultant or the best sales woman, but I was certainly the most disciplined and process-driven. I always played the long game with every single client. It's all about having a strategy and being disciplined. It’s making sure that system is bigger than yourself.”

Gia took advantage of the downtime when It was during these early days Facebook and Google were increasing in popularity as a sales tool. While other salespeople were busy Facebooking and Googling for new clients during their downtime, Gia  was busy prospecting. 

“I was busy following up with all my old clients because I understood that 90% of my sales were going to happen before they even walked in the door to see me again. The moment they walked in, I knew they were there for a reason. I’d made a conscious decision to make sure they remembered who I am, what I do, where I am, and I was truly memorable.” These clients had walked through her door, not just for the product, but for her. 

One gentleman was  really happy with her service and it seemed to be a normal transaction.  However, the next day, he came back to her office with his son and asked if she could offer him the same deal. . His son then referred her  services to his circle of friends and each one asked her to duplicate the original sale. It was then that Gia understood the power of repeat referral business.  She had made business easy for her clients and they never had to reach decision fatigue.

Because of Gia’s diligent preparation, her clients didn’t have to waste time doing the research for other customer relations managers. She provided the hope, opportunity, trust and relationship they were looking for. They received her promise of excellence.

So how can you create a process to increase your business referrals?

“You've got to have a service based ethos. If you're not customer-focused, no matter what process you put in place for repeat business, it’s going to fail you because nobody is going to refer you. Get that foundation right first. The next step  to creating that repeat business was I made sure that relationship started after we finalized the first transaction.”  

When she was still at the dealership, other salespeople didn’t speak to their clients once a deal was made but Gia sets herself apart by providing touch points throughout the year.  Her clients received a gift so they knew she was sincere about winning their business. A thank you card was sent within thirty days. On their birthday, their card was hand-written and they received personal  phone calls on their anniversary. These systems were automated so the dates automatically appeared in her calendar.

Discipline matters

Not many salespeople would want to be in touch with their clients that thoroughly. It takes a lot of discipline to make a series of follow-up. It’s easy to be sidetracked with everything that’s going on, so it’s important to stay true to what you need to do and just do all of them. 

Gia saw herself as a business within a business. She kept a strong KPI and place incentives to motivate others to reach their KPIs as well. 

Not everyone has the tenacity to stay in sales. Some others would come and go. But you can make yourself as the rock and be that consistent face that every client would see in your industry, then you will have the most respect. People would come at you asking for deals and your idea because it’s you who stayed the longest and you know the ropes. 

Staying connected is also the key. Their sale only begins when clients have signed the contract. Gia would assist them when they want to make a claim due to an accident, thus enabling her to influence and make an impact on the clients over what they would choose to replace the vehicle with. At the same time, she is also able to refine the contract and make more money from the dealership. It’s all because she stayed connected and earned their trust. 

Along with her team, they put much effort into romancing their clients, being committed to transacting with them, and starting a relationship with them in the end. They go beyond what they offer. They also try to help clients who have poor credit ratings. 

There are millions of ideas every single day but discipline and consistency do the tricks in growing your business using repeat and referred business. If you decide to make 10 phone calls a day to old clients, then, by all means, do it. 

“How to 10X Your Income With Repeat and Referred Business” episode resources

Give Gia Le’s digital agency website a visit to see her sales strategies, tips, and tricks that have been helpful in her career. She also has her own company site that you can check out. 

For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Direct download: TSE_1207.mp3
Category:Repeat Business -- posted at: 12:00am EDT

1