Increase Your Effectiveness by 6!
Feb 23
Buying cold call, new business, referral No Comments
Want to increase your prospecting effectiveness by a factor of six? Referral prospecting is six times more effective than cold calling. Ask for a referral every time you end a call. If you do this correctly and consistently, all of your new business will be coming from referrals within five years. You’ll never have to cold call again.
Here is a great technique that students learn in Action Selling workshops. As you end each call, regardless of its outcome, ask for a referral. But dont make the common mistake of asking, “Do you know anyone who might be interested?” That gets you a quick “no.” Instead, ask these questions:
“When was that last time you discussed (the topic of your meeting) with one of your peers in this company or another one?”
“Who were you speaking with?”
“Would you mind if I contacted them?” (Get the contact information.)
When you contact the referral, explain who gave you his/her name and what you were discussing that caused their name to surface. This strategy works!