CHAPTER 13

High-Powered Leverage: How to Get the Most Referrals to the Best Prospects

A highly leveraged client is one you can count on to provide referrals, unsolicited and solicited. Referrals are critical to creating a Nonstop Sales Boom because they fill your pipeline with high-quality opportunities at no cost whatsoever. At a recent conference, I was speaking to sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their teams weren’t asking for referrals, despite the fact that everyone on the team knew that the quality of a referred lead is far superior to that of a cold lead.

According to a number of different clients, a cold lead, or an inbound lead from a random ...

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