III B . Prospecting Contact Methods

Master the process of asking for referrals because referred leads are significantly easier to contact and get in to see. They take 30% fewer contacts to close, are 60 - 80% more likely to buy, will buy on average 23% more and are 4 times more likely to give additional referrals. (SDQ Code III.B.)

Performance Objective: Develops referral sources who not only provide the right level of referrals but who are also willing to give ongoing support.

Learn how to:

  • Ask a referred customer for referrals
  • Ask a non-referred customer for referrals
  • Learn to write a brief thank you letter that keeps the door open for you to get help with difficult to contact referred leads

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