Showing Tag: "referrals" (Show all posts)

What It Takes To Get That Referral!

Posted by Steven Shaer on Wednesday, June 16, 2010,
The American Bar Association just published this article I wrote for one of their publications:

http://www.abanet.org/lpm/lpt/articles/mkt06101.shtml

While it is written for lawyers, I think its lessons apply to all industries where referral business plays a big role.

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You Can't Exclusively Rely on Customer Referrals For Your Leads

Posted by Steven Shaer on Friday, May 14, 2010,

Prospect referrals from your existing customers are great!  They are the least expensive and generally most qualified sales channel.  They provide you with prospects who already have a great deal of trust in you and a great expectation of your competency from the first meeting.  With a good referral, you are also less likely to be fighting against the toughest competitor in the marketplace: status quo!

 

While there are things you can do to increase your customer referrals (such as just ...


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