Monday, November 13, 2006

10 Ways To Find More Prospects (Part 7/10)

Using Referrals. (Part 7/10). The best way to approach someone who you don’t yet know is via someone they already know. This is type of approach is known as a using a ‘referral’. A good referral gives you privileged access to an open minded audience. When you contact someone via a referral you automatically have the same trust and respect that the person who gave the referral has. Make the most of this when describing your proposition or presenting your idea. Your success in sales is directly tied to the number and quality of referrals that you can generate.
How do you get referrals? Simple, you ask for them. Everyone that you meet is ready and willing to give you referrals – if you only ask. How you ask determines the number and quality of referrals you get. Here is a simple example: At the end of your next client meeting ask: “Can you suggest 2-3 colleagues of yours that may have the same needs or concerns as you?” Then ask: “Can I mention your name and refer to our discussion when I contact them?” 1) Write down the name, title, company, phone number and email address for each referral. 2) Confirm that you are able to use your contact’s name and make reference to your discussion. Example: “Mr. Smith, I was given your name by Mary Jones at 123 Ltd., who suggested that I contact you. My company is working with Mary to reduce in-store shop lifting and she thought that you would be interested by the positive results she has obtained using our ABC anti-theft device in her 5 largest city stores.” With an opening introduction like this you will capture your prospect’s full and undivided attention and suddenly doors will be opened at all levels of your prospect’s organization. Good Luck and remember Always Be Prospecting.
Part 7/10 in French

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