Perth | Referral Selling Masterclass

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Referral Selling Masterclass

Overview:

Referrals, success figures vary by industry to industry, research indicates that sales conversations initiated through a qualified referral close at rates of at least of 50% and usually higher. Whereas cold calling stats sit at around a 2 % conversation ratio.

If that’s not enough to convince you why referral selling should be your primary selling method, here’s some more stats to whet your appetite:

84% of buyers now kick off their buying process with a referral
Nine in 10 buying decisions are made with peer recommendations
92% of buyers trust referrals from people they know
After a positive experience, 83% of customers would be happy to provide a referral. But salespeople aren't asking -- just 29% of customers end up giving a referral
About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers

So, if everyone knows that sales based on referrals close at higher rates and decision makers readily accept calls from close referrals, why are a lot of recruiters so hesitant at pursuing referrals? One word: FEAR. There are lots of fears around referral selling.

Join Amanda Hector in this highly interactive Referral Selling session which is designed to help recruiters and staffing professionals overcome the fear of asking for referrals by giving them the skills they need to deepen the trust relationship with existing clients and helping them integrate referrals into every part of the recruitment and sales life cycle.

Learning Outcomes;

Why referral selling is the most successful sales approach – directly, indirectly, online, offline and in person
What the major fears are with referral selling and how to overcome them
Process triggers that pave the way for referrals
Techniques to gain referrals from existing clients/candidates, without damaging trust
Tactics to gain referrals from new clients/candidates – before you have even demonstrated the value of your service
Create an action plan of who, when and how to ask for referrals

Who Should Attend:

Recruiters
Researchers
Business Development Professionals
Anyone whose job involves identifying and developing new client prospects in the staffing industry
Even the most experienced professionals will leave this session with fresh awareness and strategies in sourcing

Meet the facilitator: Amanda Hector

Amanda Hector - Managing Director of recruitment training business ‘Recruiter Developer’ has worked in the recruitment industry for over 20 years. In addition she is a professionally qualified trainer, certified coach and serial business owner.

For the last 10 years Amanda has been a specialist recruitment and sales trainer in Australia, New Zealand and the UK. During this time she has helped recruiters and recruitment business owners with organisational development and performance by developing skills, behaviours and processes to improve profitability, efficiency and retention.

With her education system exposure, commercial experience and all round knowledge of ground up levels of recruitment, she is uniquely positioned as a niche market leader in recruitment training.