Chapter 16REFERRAL PROSPECTING
Importance of Referrals and How to Obtain Them
As we learned earlier, the number one reason that senior executives will choose to engage with a salesperson is a referral from inside or outside the company (Source: “Selling to Senior Executives,” Kenan-Flagler Business School, University of North Carolina). Knowing this, who do you think might provide good referrals?
Satisfied Clients Are an Untapped Asset
Existing satisfied customers potentially represent a huge untapped asset for salespeople. Happy, satisfied customers will often brag about their selection, and as a result, they are more than happy to help a salesperson succeed with finding new accounts.
How to Ask for Referrals
The notion of asking an existing ...
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