Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently.
We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us. Referrals build a seller’s trustworthiness and credibility—two cornerstones of effective selling.
While most professionals recognize this, they don’t know how to tap into their networks to proactively generate sales referrals.
This happens for a number of reasons. Many sellers are uncomfortable desperate for the work. Or it might be insecurity—they’re not sure […]