Selling in Tough Times by Tom Hopkins

Author:Tom Hopkins [HOPKINS, TOM]
Language: eng
Format: epub
Tags: BUS058000
ISBN: 9780446558501
Publisher: Grand Central Publishing
Published: 2010-02-14T16:00:00+00:00

WHOSE LIST ARE YOU ON?

If you don’t already have a referral list of your own to offer your clients the services of other quality professionals in appropriate noncompeting industries, create one. And get everyone you put on that list to create one and include you on it. You never know where that list may end up… hopefully, in the hands of qualified clients that you didn’t have to seek out yourself. Isn’t that your favorite kind of call? “Hello, my name is Angie Smith. I got your name from my real estate agent/pest control company/dry cleaner/boss. I need…”

It’s likely that Angie is prequalified and will have a lowered wall of sales resistance. She has your name from someone she trusts, even if you’ve never served that person’s needs. Take care of Angie. Then call the person who gave her your name and let them know what happened. Thank them for the referral. If they’re not already a client, go for a counterreferral and use Angie’s satisfaction with your service to open the door with this person.

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