New year, new possibilities, new growth, and potentially new team members. Although it has been over ten years since I did a deal with Shaker Recruitment in Chicago, Joe Shaker and I have stayed friends.
Joe and I were catching up over the Holidays when I asked him what is the best piece of sales advice he received?
Immediately, he quoted his father, Joe Shaker Sr. Make a friend, make a deal.
Knowing both Joe Shaker Jr and Sr., I can verify they live this statement. Like I stated, it has been over ten years since Joe and I have worked together, but we can pick up the phone and talk without missing a beat. In business, we have increased the number of ways to communicate, but somehow we lost the ability to connect. In today’s competitive landscape, it is more challenging to build a relationship, but more vital for the long term development of your organization. Just look at this latest sales statistics from HubSpot. https://blog.hubspot.com/sales/sales-statistics
- 84% of buyers now kick off their buying process with a referral.
- 92% of buyers trust referrals from people they know.
From my own business, it is a significantly faster sales cycle from a referral than a cold call. How many more client referrals could you get if your clients got to know you?
Joe Shaker Jr is currently the President of Shaker recruitment. Shaker recruitment has been a pioneer since 1951 as a full-service agency specializing in highly customized communications and strategies for attracting and retaining the right talent… in the right place with the right message.