By Jeff Beals
One of the most effective prospecting sources ever known to exist is the referral. When current or past clients put their names on the line in advocacy of your business, you have instant credibility with prospects. But referrals do not come easily. They must be earned. You earn them by showing integrity during the sales process and by delivering after the deal is signed.
When you make referrals a major part of your prospecting strategy, make sure you know the referrer. If you are familiar with the referrer’s personality, you know how seriously to take the referral. Is the person an exaggerator? Is the person prone to minimizing things and making understatements? Or is this person’s opinion rock solid and are referrals rare?
Just because you have a strong referral from a quality source doesn’t mean that you can assume anything. Closing a referred prospect can take just as much work as a prospect sourced in a different way.
Jeff Beals is a professional speaker and award-winning author, who helps professionals enjoy greater success through effective sales, marketing and personal branding techniques. He delivers energetic and humorous keynote speeches and workshops to audiences worldwide. To discuss booking a presentation, go to JeffBeals.com or email at firstname.lastname@example.org or call us at (402) 637-9300.
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