LESSON 21Referral-Selling
Referrals can be the best way to generate new leads. So why don’t we receive more referrals and what is the secret to getting more? Before I continue, let me state that this is my opinion. You may not agree, and you don’t have to do what I say. This is what has worked for me for more than 20 years. Everyone has a different style and opinion, and I share this information hoping that you will consider giving it a try.
Let me begin by offering a few statistics. The average business speaker or lecturer in the United States delivers approximately 60–75 speeches per year. Since 1991, I have been averaging more than 140 speeches or workshops every year. Here is the best part: I have never made a proactive sales call or asked ...
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