As a sales professional, you own your business – this is your territory, your area, your vertical market, or whatever patch of earth you call your area to get out there and sell! As a sales professional, you (hopefully) are spending a great deal of time prospecting and developing clients and then CLOSING them! That also means that along the way you have developed a good relationship with your clients! So, let me ask you this…are you leveraging your relationships within your client base to ask for referrals to new prospects so that you can earn more business? Are you networking inside your satisfied clients and finding new opportunities? Great sales professionals are always doing this! Further to the point, now that we are in Q4 and it’s time to get the numbers in, this is a fantastic way to add some opportunities to your pipeline that you can close NOW and set yourself up for a strong Q1, 2008.
To talk more about this topic, I have asked a colleague of mine, David Carter, to comment further on this important topic for the sales community. David is a Certified Master Mentor and President of ActionCOACH here in Philadelphia. He has some excellent thinking around building your business through great referrals. This is an important lesson for all members of the ToddCohen.com Sales Community.