Salespeople love their apps — LinkedIn, Twitter, Salesforce, Google+, the list goes on and on. But the only app that’s guaranteed to do all of the above doesn’t require a smartphone, a tablet or even a computer. Plus, it’s 100-percent free to use by anyone on any platform.
I’m talking about referral selling, and its main feature is you. Your success isn’t determined by the number of devices connecting you to the outside world. It’s determined by the number of relationships connecting you to your prospects.
Some things never change
Over the last 30 years, I’ve seen technologies come and go. Many of them have contributed to the effectiveness of salespeople, but none of them has managed to replace us. There are hundreds of great applications that help us work more efficiently, but selling is (and has always been) a person-to-person business. Tweets and status updates will never replace real human engagement.
Referrals get you in the door
The sales process has only two steps: getting in the door and everything that happens after that. It might sound glib, but if you don’t get in the door to meet with your ideal prospects, nothing else really matters. Sure, you can craft spectacular emails or cold call prospects, telling them how you’ve helped others like them. You can reference trigger events and try every ploy to get around gatekeepers.