Build a better referral


At first glance, a referral is a pretty simple thing: A satisfied client gives you a name and phone number and you contact the prospect to explain your value proposition — a simple, straightforward process.

Unfortunately, this “do a good job and ask for a referral” approach is totally and completely wrong. Not only is it a waste of time and effort, it deceives salespeople into believing it is their fault it has not worked, when the fault lies in a “system” that is deeply flawed.

Written By PAUL MCCORD

To read the full article, click here.

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This entry was posted in Business, Business Referrals, Business Tips, Referrals, Relationships and tagged , , , , , . Bookmark the permalink.

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