We can always use more clients, yet picking up the phone and making cold calls is about as enjoyable as a tax audit.

Fortunately with LinkedIn, cold calls can be a thing of the past.

With all the various ways to prospect for business with LinkedIn, there’s no reason you can’t… use it as the perfect prospecting tool, too.

See who works at your target company

This strategy revolves around finding out who you know who works close to the decision maker you are trying to reach. By creating a relationship with them, you can infiltrate that department and get an introduction to the person who is in a position to buy from you.

Click on “Companies” along the top tool bar. From the “Companies” home page, you can type in the name of the company you are targeting. Let’s say I wanted to sell to the grocer Publix; I type in Publix and I find out there are 118 employees in my network. They are all second level, meaning I need an introduction to them. So I find the person who works in the department I am targeting, click on their name, and I see all my first level connections that are “shared connections.” Then, find a first level connection you know well, and I send an introduction request through them to the person I want to meet.

So what I get is a warm introduction rather than a cold call. It’s much more effective reaching someone this way, and it allows me to begin building rapport with a person in the area I’m hoping to sell into.

Leverage all the company information

LinkedIn provides you with tons of “intelligence” on the company pages you can use as ice-breakers and reasons to contact your target. Along the right hand side of their company page I see “Publix mentioned in the news.” I can scour that section for nuggets I can use when I begin building rapport with employees. Anytime something changes at a company, it can create new pains or needs you can address with your product or service.

I also see the “Publix Activity on LinkedIn” section, where there are personnel updates for the company. If you see a new executive has been hired, that may be your chance to become a new product or service provider. Whenever a new exec comes on board, they always take the “new broom” approach and bring in new suppliers. If you see a new hire, click on their name, see how you are connected, and request an introduction through your network.

Finally, you can have all the company changes sent to you by simply clicking on the blue “Follow Company” button on their page. Once you are following the company, you can click on the “Follow” button, select “Settings” and tell LinkedIn whether you want daily or weekly updates sent to you whenever new employees, leave, join, or are promoted; when jobs open; or when the company updates its profile.

So you see, the “Companies” section is where you can 1) find and target anyone you wish to connect with, 2) identify windows of opportunities, and 3) where you will get the inside scoop you need to create relevant discussions with your intended clients.

Try it out today, and begin making sales and building your business the most effective and efficient way possible today…LinkedIn.

About the Author: Dan Sherman is a LinkedIn Expert, Coach and Trainer. He provides seminars, webinars, and one-on-one coaching on building your business and creating a worldwide brand with LinkedIn. His website is www.DanShermanCoaching.com. Connect with Dan on LinkedIn: www.linkedin.com/in/linkedinspeaker.

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

I’m launching a new web site and have been thinking about all the different options I can use to capture leads and new customers. I have to admit that it’s a little overwhelming. There are so many options and I can’t see to decide on which one will be best for me.

Maybe you’re in the same position or maybe… you’ve seen a decline in registrations and sign-ups for your existing lead capture tool and are looking for something new and fresh to try.

As you might expect, there is some data on these these things – I’ve put together a list of lead magnets that provide the most value for site visitors.

1. The Downloadable Kit. If you already have access to ebooks, recordings and presentations on a single topic, why not provide it as a kit? This lead generation tool rated the highest in value for people and you can imagine why. Who wouldn’t love to get a complete set of files to review on starting an online business or building your social media marketing strategy?

2. EBook. If you already have a blog, consider compiling posts and creating an ebook. The biggest obstacle for most people is the editing or writing component of this download. Don’t let that stop you. Head online to oDesk, eLance or Guru and find someone to help you. There are thousands of ebook writers out there who can.

3. White paper or Report. This is an ideal download if you are in a technical or industrial discipline and have access to data that others don’t. Take research you’ve done and literally write a report on it. One warning to the analytical techies in the group – please avoid using technical jargon. People don’t want to spend hours reading this, they want to learn something. Write using a friendly conversational, but professional tone and use the data to teach your prospects how to become your customers.

4. Video. Videos are a fantastic way to demonstrate and teach customers how to use your product or service and benefit from it. Video testimonials are great too, but don’t let those overwhelm the informative and teaching purpose of your lead generation download.

5. Ecourse. This is just a fancy way of saying “autoresponder” but it sounds like it has so much more value, doesn’t it? This is one of the easiest and most effective ways to convert prospects to customers. Don’t make the mistake of using every email to sell something. Use every email to teach them how to buy what you are selling and how to become a smarter consumer. Then show them how you compare and why they should choose you. Of course that doesn’t mean you ignore calls to action or opportunities to buy – just don’t oversell in the email because they will bail out on you.

6. FREE samples. FREE trials and samples are terrific especially if what you’re selling is a little on the pricey side. I find that to be true with information products. I’m always wondering if what they will give me will be worth it. So many times it looks valuable, but doesn’t deliver. Give your customers a fair and clear representation of what you deliver.

7. Discount coupons. This is one of those areas where you can use creative ways to deliver the download. Consider using QR Codes or Video Coupons. All you need to do is create the form and have the follow-up email contain the coupon or message.

8. Free consultation/Free assessment. A lot of consultants offer a free consultation or assessment. It’s an easy way to see if the relationship will be a good one. Instead of just offering it as a statement on your site, create a form for it and send them dates and times when you are available. The key to success with this one is to respond to their request as close to the time that they make it. Research shows that if you respond to a request within five minutes, you will get the appointment.

9. Webinars/Teleseminars. Offering webinars or teleseminars is a wonderful way to generate new leads. In fact, if you do a general information webinar. You don’t even have to be there. Check out StealthSeminar. It’s a service that allows you to create the impression that a webinar is real and even lets you answer questions. It’s an amazing time saver and lead generator for people who have introductory information that everyone sees.

10. Fan Cooperative. This is a stealth strategy the most successful web sites use. They create a community of fans that promote the brand. Create a Facebook group and enlist the help of friends and colleagues. Then post links and promotions that you want tweeted and promoted out to the list. One trick is to PRE-write the tweet and provide a pre-shrunk link to make it easy.

11. Email Tips. My tips are ridiculously popular. People love them because they show up every four days and are only about two sentences long so that you can read them on your smart phone. Tips are also actionable and easy to do and this makes them a welcome addition to your reader’s day.

12. Online chat. This is somewhat new to smaller sites. Now you can offer an online chat feature. There are plugins that you can use for your site that make it possible for people to ask you questions while they are looking at your site. People love this and it is a magical sales converter. Just be sure that you are online and can be there when people want you.

13. Templates. There is something magical about templates that give people a head start on a challenge that they are having. Not only that, but creating a landing page for templates that visitors can have access to is a real search engine draw.

While I’m all about not changing something that’s working well, I can’t imagine that you wouldn’t want to re-evaluate your lead generating tools to see if there is something out there that might convert better.

If you have a decent mailing list, just ask them. Use any of the online survey tools like QuestionPro or Survey Monkey to find out what your existing list likes, what they don’t and they would have liked. Then put those changes into place.

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

Ever wonder what that dream means?

The one where you’re a successful entrepreneur with more clients than you can handle?Stop worrying about what it means and start making it a reality.

Last week, my good friend Fabienne Fredrickson offered her free audio CD “How to Attract All the Clients You Need” to my subscribers for absolutely nothing.

The offer still stands…but you have to take action today.

Get it now >>

Thousands of people have already listened to Fabienne’s CD and made their wildest dreams come true. Get a leg up on your competitors and get clients knocking down your door.

Request your free CD today >>

Charlie

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

It was about a month ago, when Steve, one of my coaching clients, was at an industry tradeshow. A fellow exhibitors, an old friend Andrew, stopped by and noticed that Steve’s marketing materials looked different. They got to talking and Steve told Andrew how much more new business he was getting with his new marketing strategy.

That got Andrew interested, and before the conversation was over Steve had given him my contact information. Two weeks later Andrew and I scheduled a time to talk and within 39 minutes he had signed up to work with me to grow his business. Simple as that.

Ever get a referral?

I love them and I bet you do too. They’re usually 99% sold. They’ve heard good things about you and already know, like and trust you. All you need to do is give them what they want and sign them up.

So what’s the reason most business owners don’t get more referrals?

They don’t ask.

That’s it.

While there are a lot of ways to spend money on marketing, asking for referrals costs you nothing and can be the single biggest revenue generator for your business.

How big?

In my case, given how long most of my coaching clients stay with me, and that almost 100% of all referrals end up signing up, a single referral represents $50,000 to $100,000 in revenue.

But just to give you a point of comparison, I asked a couple of my clients to calculate the value of a referral for their businesses. As you’d imagine, the number varied depending on the type of business and the life cycle of their clients.

For Steve whose in the farming industry, a single referral was worth $15,000. For Mary, an IT consultant I work with, a single referral was worth between $100,000 and $200,000.

And guess how often either of them asked for referrals?

That’s right – never.

How about you? How often do you ask for referrals?

To help you get motivated, use the following two steps to calculate how much a referral is worth to your business.

1. Determine the average lifetime worth of a client your business. This is the total amount a client spends with you over their lifetime. For example, you may only spend $75 at a time with Amazon.com but if you do this every month for the next ten years, your lifetime value to Amazon.com would be $9,000!

2. Calculate the realized value.?If you had 20 leads, you could probably close at least one. If you had 20 referrals you’ll close a lot more, usually 50-100%. To be conservative just divide the lifetime value of a client by two and that’s the value of a referral to your business.

What number did you come up with? $1,000? $10,000? $100,000?

Now, remember what I said earlier was the biggest obstacle to getting referrals?

Asking.

All you need to get more referrals is start asking! If you’re hesitating, just remind yourself what each referral is worth to you.

Of course if you want to learn the proven system that works like magic every time to pull in referrals, it’s all detailed in the Insiders’ Club.

Here’s how to get it >>

To your success,

Charlie

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

When it came time to pay the bill for dinner I must admit, I felt a bit foolish.

There I was handing over a $10 discount coupon for a bill that was $190 but I had to admire the marketing savvy of the restaurant owner.

A few nights before, my wife had been conferring with our good friends Leslie and Will and Leslie offered to pick the restaurant and make the reservation.

Like us, Leslie is always interested in trying new places and she had a $10 coupon for Tendga, an Asian restaurant across town in Greenwich.

We knew we were taking our chances with a new restaurant but it turned out both the food and service were first rate. My only complaint was the techno music blaring from the bar.

Which brings me back to the math.

The restaurant owner spent money on a mailing to selected homes in Greenwich, CT offering $10 off. That’s right, just $10 off in a town where the average home sells for a million dollars.

The result was that he generated at least one sale of $200 and given that we’ll be back and I’m telling all my friends – just this one $10 coupon is likely to generate a couple thousand dollars in sales over the next couple of years.

Add in a few more new loyal customers the mailing generated and the simple $10 coupon more than paid for itself.

Now I know many people worry about giving discounts. After all it seems contradictory, if you want to increase your profits – giving away money doesn’t sound that smart.

And it’s true, cutting your prices dramatically isn’t the brightest move to make if you want to stay in business. That’s what General Motors did just before they filed for bankruptcy and got bailed out.

On the other hand, using discounts to generate leads, to get people in the door so you can create loyal customers who will buy from you over and over again is just plain good business. That’s what the owner of Tengda did and you should do it too.

Speaking of discounts. Want to save $10 on any MarketingForSuccess product?

Just enter “MFS-10” in the coupon code box before 12/20/10 to save yourself $10 on any order.

Go here to get started >>

Talk to you later,

-Charlie

P.S. What’s the easiest way to get more people to your web site, or to your place of business?

Give them a reason – even one as simple as $10 discount coupon. Who knows – it could easily bring you in dozens or even hundreds of new customers and tens of thousands of new sales that you would have otherwise missed.

P.P.S. What’s the best discount strategy you’ve used to increase sales and profits?

Just leave your idea as a comment to this post and provide the link to your site, and get some free press for your business.

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

Wish you had more leads, more qualified prospects calling you? Everyone does – and particularly in a tough economy. Lead generation is critical to sales and building your profits.

So what can you do?

Here are 7 surefire ways you can generate more sales leads and make more money this year.

Clients jump ship every couple of years, and yours did, too. So?

Here’s how you can change all that with a better sales lead strategy, and a better sales lead generation program:

Sales Lead Generation Tip 1. Figure out who your current customers are.
Dig through your files for commonalities: is it location? Income level? Home Value? Is net worth the driver? Neighborhood? Business type? Circle of friends? Write all this stuff down on a sheet of paper. This will become the head of your sales lead generation program.

Hey – if I do this for you – figure out who your customers are, and write it down on a sheet of paper I call it marketing research and charge you two grand. You can do this for free, and call it whatever you like — it’s your sheet of paper.

Sales Lead Generation Tip 2. Figure out where your current customers and clients hang out.
And hang out there, too. What restaurants do they eat at? What mailing lists are they on? What do they read – what newspapers or magazines? What do they watch on TV? What circle of friends do they go out with? What charities do they donate to? What gym do they work out at? What associations do they belong to? Now, go on – hang out there yourself.

Sales Lead Generation Tip 3. What do your customers own?
Do your customers all drive Chevys? Do they all own boats? Airplanes. Tractors? Write all this down, too. It’s part of the marketing research. (Remember… two grand?)

Sales Lead Generation Tip 4. Now — What exactly do most of your clients have in common?
If you could clone a few clients, what are the common characteristics they’d all have? Because that’s exactly what I’d start looking for in new clients: the same demographics of clients in my own customer database. Section out people who have those same commonalities with your current clients, and advertise or mail to them.

Suppose you find out that every one of your clients reads the same 3 magazines. Those magazines would be good places to start a highly qualified lead generation program: take out an ad schedule, or send press releases regularly — wouldn’t they?

If all your prospects eat at the same restaurant, I’d start eating there too. If it’s an upscale restaurant, that might be a good place to sponsor the coat-check room for a few nights. For a few dollars, I’m sure most restaurant owners would be happy to put up a small sign noting tonight’s coat check is FREE, courtesy of your firm. A small and tasteful sign does it.

Of course if your clients eat at Denny’s… then, yeee-ha: time to get some new clients there, Jethro. Sorry. If it wasn’t for bad taste, I wouldn’t have any jokes at all.

You could always sponsor desserts for an evening. Or if you’re in the city – sponsor parking.

Sales Lead Generation Tip 5. Create media awareness.
As a traditional direct marketer, I don’t believe in unfocused mass advertising for generating leads, especially higher quality sales leads. Those methods only work in very select circumstances. But some campaigns in traditional media such as newspapers, magazines and local TV can work well to raise the level of awareness of your firm in your own backyard, and generate quality leads of local leads… and phone calls. And you know who likes to shop in their own back yard? Everyone.

Create the right message, the right image, and present it consistently in the right media, and presto – people get to know you. Then you know what happens? The phone rings.

Sales Lead Generation Tip 6. Create trust.
Build up your network of referrals and referral sources. Start by referring customers to others, and it will come back to you—in spades. Remember, every referral – whether you make one or receive one, needs to be followed up by a WRITTEN piece of correspondence. Either thanking someone for giving you the referral, or letting someone know that you just referred a potential client to them. Written. No, a call is not the same. Sure you can call them, but then… you still need to write something down and send it.

Sales Lead Generation Tip 7. Pick up the phone and call.
Just say thanks for your business. Don’t sell anything. Just thank customers, and ask if you can help with anything, provide any information they may need. Giving away something FREE is one of my favorite offers. Quotes are always the first line of a sale.

In the next article in this series on lead generation strategies, 8 additional tips on how to generate leads and get more sales.

- Jeffrey

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

Everybody’s looking for sales leads.  And for sales.  Hey, they’re out there: there are people that need your products and services and want to do business with you.  Here’s how to generate leads and get more sales with a better sales lead generation system.  But first, let’s take a look at why your lead generation system is broken.

Here’s why you’re not getting customers.

Sales Lead Generation Tip 1. You’re searching for sales leads in the wrong places.

You’re looking high and low, and these folks are left and right.

Sales Lead Generation Tip 2. Prospects don’t know you.

Although you’ve been in an office right down the block for years, ate lunch at the same restaurant, shopped at the same grocery store — they’ve never heard of you, your business.

Sales Lead Generation Tip 3. They don’t trust you.

Why should they: no one likes to do business with a stranger.

Sales Lead Generation Tip 4.  Your older direct mail package – it sucked.

Remember the direct mail package you sent customers and prospects about your products?  That didn’t work, did it?  Then you proclaimed “I tried direct mail and it doesn’t work,” declaring all direct mail doesn’t work.

Say, when was that – a few months ago… a year ago?  Couple of years ago?  Can I tell you, you made customers the wrong offer.  Like offering candy to a college co-ed — they aren’t taking anything from strangers and you aroused only suspicions. Or did that just happen to me… er… a friend of mine?

Sales Lead Generation Tip 5. The old ways no longer work.

Remember how you got most of your customers? Yea, well… that doesn’t work anymore, either, does it.  Welcome to the recessionary times of 2010.  Would you like to remain seated in the back of the bus with the other older folks who won’t change their ways, or get with the new times and move up?

Sales Lead Generation Tip 6. The end of the era of product isolation.

Before, you could offer customers a product that no one else had, or had access to.  If people wanted it, they called you.

They were the good old days weren’t they?  Times change: everyone sells everything.  Banks sell financial services.  Financial service people sell insurance.  Even if your competitors don’t have what your customers are looking for, they’ll go out and get it for them. Or they can find it on the Internet… in about 30 seconds.

Sales Lead Generation Tip 7. Why should new clients do business with you?

What makes you so great – besides your good office location, comfy office furniture and that nice looking secretary.  I mean, what makes you so great in THEIR eyes.  Why should they leave the comfort and security of their current vendor, and move everything to you?

OK, have your reasons?  Now prove them to a complete stranger.  Over the phone. In 30 seconds.  How good are those reasons now?  Because that’s what you’re faced with in today’s fast-paced, give-it-to-me-right-now- lead generation environment.

- Jeffrey

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

LinkedIn is a very powerful tool which doesn’t only help us to quickly find potential customers, but also the people we have in common with them.

However, only few sales people know the possibilities LinkedIn offers.

To get the best results, we need to build the foundation of our network. Next to that you need to make a good definition of your target group. Only then you won’t only be able to use LinkedIn more effectively and efficiently, but also get real results.

The prerequisite for the following tips is that you have built the foundation of your network and have defined your target group.

1. Use the Advanced Search option to find the names of the people who are on your prospect list. Look who you know in common and ask your contact to connect you with the prospect.
2. Use the Advanced Search option with parameters you have used to define your target group. Take into account there are several synonyms for the same function. For example: Marketing Director, Marcom Director, Marketing Manager,…  Then look who you know in common and ask your contact to connect you with the prospect.
3. Browse through the Connections of your own contacts and preferably your current customers and also sales people who sell another product or service than yours, but who have the same target group as you (for example people who sell paper when you sell copiers). Why? Because chances that they have potential customers for you in their network are much bigger than with other contacts. If you have found a prospect, ask your contact to connect the two of you.
4. Become member of the Groups your customers, prospects and other sales people are member of. For starters you will find a lot of people in just one place. Secondly you can raise your visibility and reputation by helping people in Discussions. A third benefit is that you will be able to contact other Group members directly, even when you are not connected personally.
5. Create “Alerts”. Alerts are searches you save and which are automatically run by LinkedIn. In this way you are automatically alerted when potential customers have become member of LinkedIn or who, after changing positions in their company, suddenly became member of your target group.
6. Look in Companies and look for Divisions. If the company is already a customer of yours, their Divisions are possible prospects. It surprises me time and again how bad the communication between departments is (in other words: not much Word-of-Mouth advertising). So use LinkedIn to find people in other divisions and then ask for an introduction or referral.
7. Look at Network Updates on a regular basis. For example when someone changes positions or companies. You can then take action to find out whether you can become supplier of the new company and you can ask your contact to introduce you to the person who succeeds them. Another reason why to keep an eye on the Network Updates is that you can see whether one of your competitors links with one of your current customers. This might be an “alert” to call your current customer and find out whether he is still happy with your products or services.

- Jan

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

You’ve been working hard to get people to your site so you can generate sales. Are you frustrated yet?

Most website owners have spent more time and money on their sites than they want to admit — and they hardly generate any sales.

Despite hours spent writing copy, getting the site built and struggling with SEO (search engine optimization), you’re still waiting for your site to kick online sales into gear.

Want to know the secret to making your website sell like crazy?

Traffic alone isn’t the answer.
I hear regularly from small business owners who’ve spent a fortune on SEO or pay-per-click ads and still aren’t making money from their sites. If you’re one of these, you know how annoying it can be. You want to be making money online, not losing it, and you want a good return on the time and money you’ve poured into your website marketing.

What’s the secret to online success? Use this link to find the answer >>

Your website needs to do four things to make money for you and your company. It needs to convert visitors to prospects; convert prospects into buyers; and to deliver the product or service and follow-up to get the next sale.

The first four steps to making your web site a money-making engine are to set up your:

1. Lead generation system
2. Conversion system
3. Fulfillment system
4. Follow-up marketing system

Is that all you need to do?

You’re almost there but you not only need an online engine; you need one that generates more money than it uses.

Which of the following scenarios describes your site?

A. Your site gets a hundred or more visitors a week but hardly generates any leads or sales.

B. Your site gets a modest amount of traffic, say, a hundred visitors a week, but at least 10% of site visitors sign up for your free offer (you do have one, don’t you?) and they give you their contact information so you can go to work helping them become buyers.

In example A. you’re probably spending more than you’re making. In B. you should be happily making money.

Ready to discover the secrets to turning your website into a money-making machine? Get started >>

What’s The Difference Between Sites That Make Money and Those That Don’t?

Every website that wants to make money has all 4 of the above elements but why then is it that some do a better job of making money than others?

In our family we own both a 1998 Subaru Outback and a 2005 Audi Allroad. Both have seats, engine and wheels. Both burn the same amount of gas. What’s the difference?

The Audi has an engine and turbo charger that converts gas into at least twice as much power. It accelerates beautifully, while the Subaru, chugs slowly up to speed. Now don’t get me wrong the
Subaru is a great car but it’s slow.

Which would you want? The slow website that chugs along or the one that converts leads to sales at blinding speed?

Interested in turbocharging your website’s performance to increase sales? Find out how >>

The fifth step to making money online is maximizing your conversion rate. Many small business websites convert only a couple of visitors a week into prospects and sales. You want to convert at least several each day, if not each hour.

How much money in sales is your site bringing in each week? How much would your site bring in if you increased your conversion rate by a factor of ten? Or twenty? That’s how much money you could and should be making.

You can improve your conversion rates and convert more visitors to prospects and prospects to clients. Here’s how to do it:

1. Measure Your Conversion
Google provides a free, easy-to-use tool called the Website Optimizer. you’ll find in your Adwords account. With this you can set up simple trials to measure the conversion rates of key pages and compare them to variations on that page.

2. Change Your Web Page Copy and Layout
Once you’ve analyzed your existing pages, you can go to work on making changes to get a better response and generate more sales.

Small changes in copy, type size, and the location of these on a site page can make a big difference in the number of people who respond to your offers and to your conversion rates. I’m still amazed at how significant apparently minor changes can be.

After ten years of online success, I’ve found many ways to boost my conversion rates at every point in the sales process.

Want to discover how much more you could be making with your website? >>

- Charlie

©2012All Rights Reserved by Charlie Cook or Blog Post Author..

When is the best time to ask a client for a referral for work done? It’s a question many of us overlook when working with a new client, but is so important in keeping the pipeline of new business opportunities flowing.

It has been my experience the best time to request a referral is just before the completion of a project. It would be presumptuous to ask for a referral in the early stages of a business relationship. Likewise, if you wait until the project is completed, your client may have emotionally moved on.

Timing is Everything

Target your referral marketing request when an assignment is 95% completed; when you still have the client fully engaged, happy with the work you’ve done (of course), and amenable to opening doors on your behalf.

At this point you also have some leverage because you haven’t quite finished the project, and the client is still invested in the project completion on time and within budget. The goodwill built thus far can be motivation for them to extend themselves on your behalf.

Get the client to refer a face-to-face meeting for the ideal scenario

The best referral scenario is when your client:

• Makes the call to a prospect on your behalf

• Introduces you and your firm

• Praises the great work you’ve done

• Explains how they too would benefit from using your firm

and perhaps most importantly . . .

• arrange a time for everyone to meet

In this scenario, the selling is basically done. All you need is close the sale. Anything less is not going to be as effective. If your client just gives you a name and number, but doesn’t make that initial call for you, it is not much different than cold calling.

Referrals = New Business

Asking for referrals is an important part of sales and can lead to lots of new business, but timing is critical. Get your client to accept the important step of making the all important introduction for you.

- Rocky

©2012All Rights Reserved by Charlie Cook or Blog Post Author..