1. Ask for specific referrals to narrow the customer’s focus. 2. Gather as much information about the referral as possible. 3. Ask your customer for permission to sue his or her name. 4. Ask your customer for help in obtaining an appointment with the referral. 5. Contact the referral as soon as possible. 6. Inform your customer about the outcome of the contact. 7. Build referral alliances (this can be through sources such as tip clubs, centres of influence, key people in the industry). 8. Prospect for referrals just like you prospect for sales leads. 9. Rank your referrals as you do your customers: • A for hot (you know a lot about the referral and the referrer introduces you) • B for warm (you know little about the referral and you can use the referrer’s name). • C for cold (you know nothing about the referral, and you can’t use the referrer’s name). 10. Seek internal referrals (other departments, locations, divisions, branches and subsidiaries). Also, Take a listen to our 5CD and DVD package ‘Sales Success Strategies’, filled with tips, techniques and ideas to increase productivity For more articles, please take a look at my website http://www.frankfurness.com and please download complimentary eBooks and software at http://www.frankfurnessresources.com Frank Furness CSP CFP TOT is a professional speaker and trainer specialising in financial services sales and sales management. He has educated, entertained and inspired audiences in 48 countries. His publications and sales CDs have been sold globally. For more information or to sign up for the free ‘Sales Tips & Ideas’ newsletter, email frank@frankfurness.com and for resources take a look at http://www.frankfurness.com and http://www.frankfurnessresources.com NOTE: You're welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com Take a look at other articles, free software and e-Books at http://www.frankfurness.com/ Download 39 Power Sales Closing Scripts at http://www.frankfurness.com/closingscripts.cfm
Frank Furness CSP CFP is an international speaker and trainer specialising in sales, technology and management. For free software and ebooks go to http://www.frankfurnessresources.com
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