Prospecting by Referral

Referrals are the best source of prospects you can have. You should be asking almost everyone you know for them. Most salespeople ask for referrals in the wrong way if they ask at all. That's why they get so few them. Salespeople will ask IF the other person knows of someone. Another wrong way they ask is DO you know of anyone. Both of these ways will get you few results. Always ask WHO do you know that I might be able to help. Asking WHO will make a difference. It does two things. First, it assumes the other person knows of someone. Second, it gets the other person thinking in terms of who they know. So, start asking WHO!!