Referrals are Capital

Introductions to prospects, buyers and influencers can not only help your business today, properly nurtured, they can help your business grow in the months and years ahead. Most people, seeking immediate sales success, forget a few of steps in insuring the viability of this valuable business asset.

First, collect all the information you can about the potential target of the introduction. Don’t be shy. Ask your referring colleague a few additional questions about the person they would like to refer to you.

Why is this person a good match for me?
Tell me a little about their personality.
What types of arguments do they find most persuasive?

I use The Introduction Book, by Bill Cates to record and store this information.

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