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Referrals are an important part of any successful business. They're a great way to keep building your customer base, year after year, without having to go out and pay for advertising. It's fine for YOU to say that you provide a great product or service -- but when someone else says it, it instantly has more impact... especially when it comes from a trusted friend or contact. Your credibility and expertise have been established by the referrer. However, many business owners assume that just because they do a good job, referrals will happen automatically. This isn't true; Then let them know that you would welcome any referrals -- in other words, simply ASK for new referrals. Article: Referrals are an important part of any successful business. They're a great way to keep assembly your customer base, year following year, without having to go out and pay for advertising. Instead, you use the power of your current customers to help you continue to grow. Referrals really are 'golden'. For one thing, in this time-crunched age where everyone's so busy, people are more willing to depend on the release of trusted contacts. It saves them from spending time in laborious research. Referrals also produce a 'snowball' effect. Happy customers tend to have a good idea of which one of their friends would gain your product or service. They refer people similar to themselves... who also refer people they know... and so on. But one of the best things of referrals is that they're easier to convert into customers! It's fine for YOU to say that you provide a great product or service -- but when someone else says it, it instantly has more impact... especially when it comes from a trusted friend or contact. Your credibility and expertise have been established by the referrer. However, many self-imposed duty owners make free with that just because they do a good job, referrals will happen automatically. This isn't true; people often need a little encouragement to send referrals your way. It's up to you to take a more active role in making them happen. Go better and tell your customers that you'll do your best to make sure they're happy. Then let them know that you would welcome any referrals -- in other words, simply ASK for new referrals. Encourage them by offering referral incentives. For example, offer a referral incentive pay or discount. Offer free gifts, extra entries into a contest, whatever is appropriate for your business. And ever and anon send a thank- you note and possibly even a small gift to the referrer ... regardless of whether or not the person he referred becomes a customer. This will show that you appreciate him thinking of you. Everyone likes to feel appreciated, and he'll be more likely to continue to send referrals your way. You never know -- someone he refers in the future might very well wax a customer! Another example of how to generate referrals is to write articles and distribute them again the Internet. Once again, if you get published you instantly have more credibility -- you warp and woof an 'expert' status, so to speak. Many flimsy syndication sites offer a feature that allows the reader to email the particular to a friend... and articles are often passed from person to person through email. In both of the better cases, your business dealings automatically has more 'clout' than, say, if a prospect were to simply visit your website. In the case of a referral, the prospect has hitherto been at least partially influenced by his or her friend or contact... which makes your job of converting him to a paying customer that much easier! A referral-friendly truck is one which can continue to send you new customers day subsequent day, year on account of year. Encourage it and reward it!
Position Overview:
The Account Manager will be responsible for driving the adoption of Bullhorn products and services as well as the total revenue earned from renewal contracts and sales of new products and services for an assigned number of strategic Bullhorn clients. This position will be measured based on the achievement of both client referencability and sales targets.
Responsibilities:
Develop and execute a territory plan to maximize client referencability, contract renewals, and the sales of Bullhorn products and services
Establish and build C-Level relationships within designated clients
Identify and articulate the strategic, organizational, and financial goals of assigned clients
Develop and execute on account plans and sales campaigns for specific assigned clients
Manage all client re-signings, including renewals and re-implementations.
Work cross-functionally within Bullhorn to define and drive execution of action plans to improve and/or optimize the use of Bullhorn products and services
Maintain current and accurate account information and contact information within Bullhorn CRM for all accounts that have been contacted.
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