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Questions that Sell, 2nd Edition by Paul Cherry

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CHAPTER

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21

Your Very Best Prospects

Using Referral Questions to Build Your Own Pipeline

DESPITE ALL THE new ideas floating around on how to find prospects—for example, social media, email blasting, Internet databases—referrals are still the most effective strategy. In fact, in a technology-enabled world, they’re more important than ever.

Think about it: Technology is supposed to keep us all connected, but it’s actually made it harder than ever to reach prospects. They don’t answer their phones. They don’t return our calls. They don’t respond to our emails.

Technology has made outreach ridiculously cheap, but the result is that prospects are bombarded ...

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