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Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients
book

Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

by Bill Cates
April 2013
Intermediate to advanced content levelIntermediate to advanced
256 pages
5h 1m
English
McGraw-Hill
Content preview from Beyond Referrals: How to Use the Perpetual Revenue System to Convert Referrals into High-Value Clients

10 CONTACTING REFERRAL PROSPECTS

CONTACTING YOUR REFERRAL PROSPECT

Working from referrals and introductions gives you the advantage of already knowing something about your new prospect, so you can craft a more effective, tailored approach and, therefore, stand a better chance of actually reaching your prospects, getting them to take your call or reply to your voice mail or e-mail.

This chapter gives you many best practices that work well when working from referrals. You’ll see how we use what we’ve learned from our referral source to maximize our appointment-setting efforts

HAVE A CLEAR GOAL FOR EVERY PHONE CALL

If you wing it when you call your new referral prospects—if you make it up as you go—you’re going to be much less successful than if ...

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Publisher Resources

ISBN: 9780071791663