Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

Chapter 86. Ask for a referral

As we have said earlier, there are customers behind customers. Each person can bring you something. Sometimes a sale or contact with an existing customer can bring you in contact with another person who might be a potential customer.

By requesting, the Sales Ambassador is increasing his network rapidly and at the same time creating opportunities for new customers. This approach requires a little time and can be used to quickly expand your network.

Think of the number of people we know, both professionally and personally. Some professions like doctors or dentists have hundreds of contacts.

Sales Ambassadors know whom to approach and how. A good relationship is necessary, regardless of whether there is a purchase. A customer who likes the brand is also likely to share his network and give you names of people interested in your services and creations.

Timing is of the essence. A few examples are:

• After having offered a service,

  "We are pleased to have helped you so quickly. I have a special request. Do you know someone I could contact about our service?"

• On the occasion of a new launching,

  "We are organizing a cocktail party for the new collection and I am sending you an invitation. Is there someone else you would like me to invite?"

• After having found a solution for a contact,

  "I know you are going to enjoy the restaurant tonight. It was a pleasure to use my contacts to book you a table. By the way, we just received some new catalogs. Is there someone you would ...