Before you pick up the phone to call your new prospects or shoot them an e-mail, it’s a good idea to think through your approach. Do you know how to talk about what you do in a way that will create interest? Do you know what questions to ask to gain information and create even more interest? Do you know what body of evidence to prepare for this process?
In this chapter we’ll walk together through some important considerations. Then we’ll work on your initial contact with your referral prospect. Not only do these ideas work well in the referral environment, but they will serve you well for any type of prospecting you may be doing.