CHAPTER 10A Long-Term Strategy

More than anything you do as a salesperson, adopting the Give-to-Get philosophy will have a direct impact on your sales efforts.

Handwritten Cards

Remember Sarah from Chapter 1? Her success came, in large part, from the fact that she truly lived and breathed the G2G philosophy. One of her key strategies for developing a river of referrals was sending five cards every day. She did not particularly care if it drove immediate business opportunities. Instead, she was interested in developing relationships with people who might one day provide her with connections that could lead to business opportunities. This positioning strategy led to plenty of referrals for her.

We suggest that you adopt the same goal. By sending ...

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