Sales Success Tip-How to Increase Your Referrals
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Free PDF Download Sales Tips-Take Some Time to Look Back - By Greg Beverly |
There's an old saying that goes, "You have to give to get." Well, I don't know if the word, have is 100% accurate, but what I do know is that it surely makes things a lot easier.
Try this exercise: Put something small, perhaps a coin or other small object in your hand. Now, hold onto it as tight as you can. What do you notice? The fact is that if anyone wanted to give you something, you would be in no position to accept it because your hand is holding tightly to what you already have. It's the same with everything in life. Try holding onto what you have too tightly and you'll rarely be on the receiving end of others' generosity.
Specifically, let's look at one of the greatest sources of leads, referrals. If you are the type of person who continually asks for referrals, but never gives them, you may in fact get a few in the beginning without reciprocating. However, you'll soon be recognized as someone who is only out for themselves. Someone who holds on too tight to what they have and rarely gives anything back. When that happens, you'll see your referrals disappear.
If you want to build a great referral network, start with those who regularly come into contact with what you would consider to be your perfect customer. Then start with something like this: "I would like to send you some referrals if I could. What do you consider to be the perfect prospect for your product or service?" While you are getting your answer, take notes…specific notes and then follow through by sending a referral or two. Don't do this just once or twice, but with everyone from whom YOU would like to get referrals in return. You'll be amazed at the results.
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Free PDF Download Sales Tips-Take Some Time to Look Back - By Greg Beverly |
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About the Author: Greg Beverly RSS for Greg's articles - Visit Greg's website Greg Beverly has more than 21 years experience helping hundreds of entrepreneurs and thousands of sales professionals reach their true potential. He has a passion for helping others set and achieve goals allowing them to live the life of their dreams. He understands that a business is but a vehicle to achieve those dreams. In addition to expertise in marketing and sales, he is also a CPA and helps business owners get control of their financial situation. Click here to visit Greg's website. Sales Success TipFour Steps to More Sales Sales Success TipHow to Increase Your Sales by Controlling the Sales Process Sales TipsYour Prospect Wants Benefits But Which Ones Sales TipsTake Some Time to Look Back Sales Success TipYou MUST Know the Answer to This Question |
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