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There are social selling techniques you can use to get more referrals. Sniff around this blog or visit Joanne’s blog for ideas on that.
With referral selling, the hard part is over before you ever speak to prospects.
“How can you help me?” asked Jim, my prospect. He’d been explaining an exciting referral initiative he was rolling out around the country. While it seemed to be working great, he still wanted to know how I could contribute.
At first I wasn’t sure I could. It sounded like I might be too late to the party. But after some discussion, we mutually identified one potentially-fatal flaw in the plan.