Regardless of your religious affiliation there is a lot of
wisdom we can draw from biblical principles and apply them to your business.
In business as in every area of life, the biblical principle
of planting and harvest (sowing and reaping) can help us learn to unlock the secrets
to growth, whether spiritual, financial, personal or in business.
Pastor Rick Warren helps unpack some of the timeless principles of planting
and harvesting, drawn from biblical teachings in a very inspiring and broad way that apply in an uplifting way to purpose driven living and purpose driven businesses. I’m going to relate these principles more specifically to the unique challenges of sales, standing out, and growing a service-based company that supports the healthcare community. The first law can be summarized as
follows:
The Law of Sowing and Reaping:
This principle emphasizes that what you sow, you will eventually reap. It’s
based on Galatians 6:7, “Do not be deceived: God cannot be mocked. A man
reaps what he sows.” In essence, the actions and attitudes we plant in our
lives will yield corresponding results.
In referral-based sales, the
principle of reaping and sowing can be illustrated in various ways:
- Providing
Exceptional Service: When a company consistently provides
exceptional service to their clients, they are sowing seeds of
satisfaction and trust. As a result, satisfied clients are more likely to
refer friends, family, or colleagues to your company leading to a harvest
of new referrals. The salesperson is key to both being there when the timing is right and helping extend your brand with a person touch in community relations.
- Investing
in Relationships: Building strong relationships with clients goes
beyond just closing a sale; it involves genuinely caring about their needs
and desires. By investing time and effort in nurturing these
relationships, salespeople sow seeds of loyalty and goodwill. This can
result in clients becoming advocates for your brand, willingly
referring others to you.
- The law of reciprocity: Salespeople can
actively encourage referrals by being a trusted extension of your brand and building goodwill, and also offering gratitude to clients
who refer new business. While direct payments should be avoided in most exchanges, there
is no reason why your referral sources can’t be thanked in many different
ways, demonstrating your gratitude. By sowing the seed of reciprocity,
where clients feel appreciated for their referrals, salespeople can reap a
harvest of new leads and opportunities generated through word-of-mouth
marketing.
- Networking
and Building Connections: Engaging in networking activities and
actively participating in industry events or community gatherings sow
seeds of visibility and credibility. By establishing yourself as
knowledgeable and trustworthy professionals within their network,
salespeople and anyone representing your brand can reap the benefits of referrals from other professionals or
acquaintances who are familiar with your expertise.
- Following
Up and Expressing Gratitude timely: After receiving a referral, it’s
essential for salespeople to follow up promptly and express gratitude to
both the referring client and the new prospect. This demonstrates
appreciation for the referral and reinforces the relationship with the
existing client. In turn, this can lead to continued referrals in the
future as the client feels valued and recognized for their contribution.
By consistently sowing seeds of excellent service, strong relationships, incentives, networking, and gratitude in referral-based sales, salespeople can reap a bountiful harvest of new leads and business opportunities generated through the referrals of satisfied clients and professional connections
Next blog we’ll discuss the 2nd principle in the biblical concept of Planting and Harvesting: Law of Timing
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