Mining the best way to new sales: client referrals

Asking for referrals is often easier and friendlier than cold calling to get sales leads. Yet, it is vastly underutilized. About 20 percent of your customers will offer a referral, another 20 percent never will and the remaining 60 percent need a push. The key to success is tapping into that 60 percent segment.

Begin by making a list of your customers, business contacts and friends. Next to each name, write how many people they could potentially introduce to you. With a good introduction, you should be able to close 50 percent of the time. In the world of sales, this is easy money.

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