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Referrals: Getting the most from the ‘low-hanging fruit’ of sales

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by Jim Cross

Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service.

As a true sales professional, you have earned the right to ask for and receive referrals. If you are not asking for referrals, you are only cheating yourself. Earning referral business is a fantastic way to grow your business, and the best part is that all of the calls are warm leads. 

There are two main types of referrals:

  1. Client to client
  2. Client to co-worker (in-house hand-off)

Both of these offer plenty of untapped sales opportunities. The hardest part is actually asking for the referral. Sometimes it may seem pushy, or we may be fearful that we haven’t earned the right to ask for referrals. 

The referral concept is one of those areas where you must have a game plan and well thought-out strategy. Think about w...(register to read more)

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