More on the subject of referrals – most salespeople are sitting on a goldmine of them and do not even realise it. Taking Linked In as an example to illustrate my point, in round numbers I have 500+ connections and through them, I am connected to over 1 million other people.
That is 2000 possible connections for every first level contact and it is not so very different in the real world. Every one of your customers has their own customers, suppliers, business and personal contacts, many of whom could be perfect prospects for you – maybe as many as 2000? How many of them have you been introduced to? Do you know how to get those introductions?
The salespeople and business owners I coach get at least 80% of their business via referrals. Find out what I taught them here: