Right after you’ve helped your customer recover from any type of data disaster is the perfect time to ask a simple question, “Who do you know that would benefit from the backup and disaster recovery service I provide?” At no time is the value of your service more clear to your customer than right after you’ve helped them recover from a disaster. At no other time is their affinity for you as a trusted adviser higher.
Is this taking advantage of the circumstance? Absolutely not. In fact we, as consumers, LIKE to share with others our positive experience with goods and services. You’re actually doing your customer a favor by asking them for a referral. And when you end up helping their peers recover from a disaster, your customers will undoubtedly receive thanks from their peers for making the referral.
To shorten a sales cycle, there is simply nothing more powerful than a peer recommendation given to a prospect! Don’t miss the opportunity to leverage your good work and when your customer gives you a referral, don’t hesitate to ask for several.