Do you qualify referrals? Save yourself some time at the end of the sales cycle by spending more time up-front. Re-qualify these companies before you start your sales pursuit. Referral business is the best business to have. It is a marketplace signal that your customers respect and trust your solutions. They perceive you as a… [Continue Reading]
Qualify Referrals before You pursue
Referral Business is the Best Business
Referral business is the best type of business to earn. Your customer base makes a significant shift to longer term, loyal customers pre-sold on your expertise and credibility in their industry vertical. It doesn’t happen overnight. Your current and former customers and colleagues become your greatest advocates. You’ve earned their trust and confidence. They, in… [Continue Reading]
Developing Referral Business Customers
Are you developing referral business customers as your first order of business? That’s your first criterion when identifying the types of business leads worth your time for the short-term as well as the long-haul. Otherwise you are going to be churning and burning to replace an eternally leaky pipeline. Your choice. Developing referral business starts… [Continue Reading]
Do You Apply Your LinkedIn Network Connections As-Needed?
I recently received an email from one of my LinkedIn Network Connections, asking me to deep dive into my LinkedIn network and refer work his way. He was very specific about the types of work he was interested in acquiring. At the end of his email to me, he noted that referrals work both ways,… [Continue Reading]
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