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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients by Bill Cates

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10 CONTACTING REFERRAL PROSPECTS

CONTACTING YOUR REFERRAL PROSPECT

Working from referrals and introductions gives you the advantage of already knowing something about your new prospect, so you can craft a more effective, tailored approach and, therefore, stand a better chance of actually reaching your prospects, getting them to take your call or reply to your voice mail or e-mail.

This chapter gives you many best practices that work well when working from referrals. You’ll see how we use what we’ve learned from our referral source to maximize our appointment-setting efforts

HAVE A CLEAR GOAL FOR EVERY PHONE CALL

If you wing it when you call your new referral prospects—if you make it up as you go—you’re going to be much less successful than if ...

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