This week, we've got referral tips from sales trainer Paul McCord! Use them to solidify your relationship with referred prospects.
It's about more than just asking for referrals. McCord explains that referral generation is "a proactive, disciplined process that begins the moment you meet a prospect and continues throughout your relationship with the person or company that generates a consistent flow of high quality referrals."
"Proactive" is the perfect way to describe the referral cultivation process! While you may get leads through word-of-mouth advertising, it's far better for you to actively seek referrals from your clients!
McCord's first tip is a no-brainer: "Let your prospect know you're referral-based!" Your prospects and clients may not realize how valuable referrals are when it comes to the success of your Web site business. That's why you need to have a direct and open conversation about potential referrals. McCord suggests doing this after your prospect has made a purchase from you:
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