How to Use Referrals to Get Bigger and Better Clients
By Jeff Beals What’s the most efficient form of prospecting? Referrals. In an era when buyers are jealously protective of their time, a referral from a trusted source is your admission ticket. The higher up a prospect is in a company, the more important referrals are....The Referral Gap
By Jeff Beals Most companies are getting only one-third of the referrals they could receive from current clients That’s according to a 2018 Texas Tech University study showing that 83 percent of satisfied clients are willing to refer products and services, but that...Harness the Power of Referrals to Make Prospecting Easier
By Jeff Beals A client of mine once needed help opening a branch office in a different city. I called a commercial real estate company owner I knew in that town. The owner connected me with one of his young sales reps who was excited to receive the referral. The...Avoiding the Fake Listening Trap
By Jeff Beals Ask any sales professional about the key to success, and there’s a good chance they’ll say, “You have to listen to your client.” As a sales strategist, I meet with many successful sales reps, managers and executives. I always ask them about the secret...
Annexing Competitor’s ClientsJanuary 21, 2022- What Will You Stop Doing?January 14, 2022
- Avoid Burnout; Stay MotivatedJanuary 7, 2022
- Tracking Your Production is KeyDecember 31, 2021
- Closing the Referral GapDecember 17, 2021
Recent Comments