What You Are Really Asking For From Your Customer When Asking For a Referral
Early in my sales career, I thought a referral was nothing more than getting a phone number and a name from one of my customers. After calling a few of these supposed prospects, it didn’t take me long to realize that this was nothing more than a glorified cold call. Check that, calling it glorified [...]
Why are sales people afraid to ask for referrals?
As a sales manager, blogger, and podcaster I talk to a lot of sales people, and one question that comes up over and over again is: “How do I generate more referrals?” My simple response is ask more often. Sales people in general are looking for a silver bullet. What I believe most of them [...]
Referrals – The Perfect Challenge Of Adding Value To Your Clients
If you are looking for ‘easy’ sources of business then I suppose ‘referrals’ aren’t going to be your cup of tea….but then again, if you are looking for easy sources of business then you aren’t likely to find the answers here at all.
In one sense, getting referrals is the most valuable source of leads for [...]
Two Simple Steps to Getting More Referrals
This article is an excerpt from the report “Building Your Client Base Through Referrals” – available for free download at www.lighthousebc.co.uk/referrals
Referrals Work. “Referrals from Colleagues” and “Referrals from Other Service Providers” were identified as the #1 and #2 method used by buyers of professional services to identify and learn more about providers in the 2009 [...]
Don’t wait, Start Early with Referrals
When ever we conduct a prospecting workshop, we ask how many of the participants typically sell to referrals they garnered; usually about 20% of the group raises their hand. We follow up by asking how many proactively seek referrals, and no surprise, the same 20% raises their hand. The obvious conclusion is that if you [...]
Referral Madness: 9 Tips to Get More Referrals
Every salesperson in the world loves a surprise call from a surprise prospect who tells us they were referred to us by one of our customers, but
The Sales Evangelist’s path to a pipeline
In the world of the bootstrapper there are little resources. No millions in marketing, strong SEM campaigns. The whitepapers and case studies are few are long to get developed. The number one marketing tool is word of mouth. Through networking and phone calls we use our voice to promote our offerings. This is our marketing [...]
