referral generation Archives - Page 4 of 4

Prospecting tip: “Fish at your feet first”

by Tony Vidler A fisherman friend gave me a great prospecting reminder: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having to reel in loads of line until you’ve caught the ones right next to you? Isn’t that […]

You COULD generate more referrals than you could handle if you use digital well

by Tony Vidler Regular readers will know that I am a massive fan of using social media and other digital marketing tools and tactics, especially in professional services where we are trying to market our expertise, rather than sell a tangible product. My reasons are simple: we need to create recognition in our target markets […]

Dropping the “Who Do You Know” bomb is dumb.

by Tony Vidler One of the time-tested techniques of sales is to obtain referrals by dropping a “who do you know” bomb on them…and it is dumb. It has never actually worked all that well really, and it works even less well today. Adding an extra word in there doesn’t make it […]

Set Yourself Up Properly For Constant Referrals

by Tony Vidler To make sure you get constant referrals you need to have a process for making sure that ALL of the actions which go into generating a consistent stream of opportunities are happening ALL the time. It is a little like trying to play golf: there’s a heck of a lot that […]

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