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Prospecting for Clients: Getting Referrals

What does it take to get a customer to give you referrals? You have to ask! Many salespeople don’t ask for referrals because they’re afraid of the customer’s response, especially if they suspect the service they’ve been providing them is less than par. You have to ask yourself if this is really the case. The vast majority of times, it is merely a perception that is lingering in the mind of the salesperson. I like to recommend that sales managers create a sale referral period during which they require each salesperson to contact all of their customers to ask for referrals. For the majority of salespeople, asking for referrals is as difficult as cold-calling. Unless it’s mandated, it won’t happen.

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