Category:
Why is Prospecting Important?
May 25, 2007
A friend of mine who works for a national investment company was telling me they surveyed their clients and one question they asked was “have you referred friends and colleagues to us in the last 12 months?” Just over 80% said they had. The interesting point was that only 3% of [...]
Do You Go The Extra Mile?
May 10, 2007
This week we will look more closely at the different types of referrals and how to earn them.
All referrals are not equal; some are more valuable than others. In the order of least valuable to most valuable, here are the three types of referrals –
a)Solicited. You request and receive a referral from an [...]