Joanne sat down with CanDoGo–the sales productivity folks–to talk about how referrals happen.

Bottom line: We need to proactively talk to our clients and ask them to make the introduction. That is when referrals happen.

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Here’s the conversation:

Paul: “You know Joanne, I always thought that if I do good work for a customer, they would just mention me to other people. It just never occurred to me that I actually should be asking for a referral.”

Joanne: “Well that’s it, we think we have done great work and of course our clients will refer us. Sometimes they do but they will in passing tell someone else about you. They don’t pick up the phone and call. I have more people say, did you hear from so and so I gave them your name. No, I never heard from them. We need to proactively talk to our clients and ask them to make the introduction. That is when referrals happen.”

CanDoGo™ is a sales productivity tool that helps salespeople close more sales–and close them faster. By receiving timely advice from world-renowned experts, CanDoGo™ users work smarter, faster and more efficiently.

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