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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

11 STAYING IN TOUCH WITH PROSPECTS

KEEPING THE COURTSHIP ALIVE

With most businesses, when someone becomes interested in speaking, setting an appointment, or doing business with you is truly a matter of timing. For some of my largest clients, it’s taken three to five years to get the ball rolling on substantial business. I have a colleague whose motto is “I’ll prospect them until they buy or die!” Perhaps a little extreme, but we get the point. Most businesses need a model of staying in touch with prospects. When the prospect is a referral prospect and we have learned that he or she truly is a good match for us, it makes sense to keep the courtship alive—for at least a while.

And it is a courtship, kind of like dating. As in dating, you can’t ...

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Publisher Resources

ISBN: 9780071791663