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
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]
Are Your Referrals Real Ones?
Developing a strong referral network should be one of everyone’s business goals, even if you are a startup in search of funders. This strategy, in theory, lets you to acquire leads that are far more than luke-warm for starters. There’s an art and science to asking for referrals. Both the quality of referrals, as well… [Continue Reading]
When a Referral Isn’t a Referral – A Sales Horror Story
Having a satisfied client base is a great thing. For starters, your customers should know you have their backs. They trust you. It takes a while to earn their trust. Your actions always speak louder than your words. And your word must always be your bond. Serving your clients well earns you the right to… [Continue Reading]
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