Articles

Jul, 28 2011 | Enterprise, Referral Sales, Small Business

Asking For a Referral Is Not Asking For a Favor

Let’s get the facts straight. Asking for a referral is NOT asking for a favor. And it’s NOT taking a risk. Referrals Are Right When we ask someone for a favor, we often assume that they expect something in return as soon as possible. (While technically, a favor is something provided out of goodwill—the business […]

Jul, 21 2011 | Enterprise, Small Business

Pick Up the Phone and Guarantee Your Sales Future

Everyone is responsible for business success. Yes, even you. Typically, professional services people aren’t strong in the business development department. In fact, many shy away from it so much, they call it practice development. They view “sales” as a dirty word and can’t even spell “marketing.” Many refer to their business development activities as “marketing.” […]

Jul, 14 2011 | Referral Sales, Small Business

Pinpoint Your Sales Message—Even a Mile Up

Smart sales pros are always “on.” The concise and precise message makes it easy. On a recent flight to Atlanta on Delta Air Lines, a flight attendant announced a great deal on the VISA and American Express Delta Sky Miles credit card. Mile-High Sales Club? You Bet After the announcement, a flight attendant walked through […]

Jul, 05 2011 | Enterprise, Small Business

Don’t Forget the Introduction

A referral without an advance, agreed-upon introduction is a cold call. Don’t ice your opportunity! My phone rang at 4 p.m. on Friday, July 1st —my last call before the long 4th of July holiday weekend. A woman named Sue introduced herself—very friendly—and told me that she had been referred by Jane (someone I know […]