You’ve probably been told your entire career that you have to ask for referrals and that if you don’t ask for referrals, you will not succeed. But if you’re like most salespeople, the referrals you have gotten have been about as targeted as a dart thrown blindly at a phonebook. You may have come to the conclusion that referrals are nothing more than a myth and given up seeking them out of frustration.
However, referral generation fails primarily due to strategy. The “do a good job for your client and ask for referrals” approach is woefully inadequate. Let’s take a look at the primary problems the traditional referral “method” creates:
Written By PAUL MCCORD
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