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Get to Grips With Book Keeping: Ask for a referral with every customer you meet

by Roger Brooksbank

After every sales visit, regardless of the outcome, if you can acquire the habit of asking a simple question just before you leave, you will be able to maintain a constant flow of high quality sales leads. Here it is:

Tell me, Jim, if we swapped jobs right now, and you were in my shoes, who would you go to see next?

It may well seem like an obvious question to ask, but it’s one that most business-people have a tendency to forget. Yet, providing it is asked in the right spirit, it’s amazing how most people will want to help you out.

In addition to getting their contact details, probe for as much background information as you can about your new prospect. What’s more, always remember to check that it is okay for you to mention your informant’s name when you make contact. Obviously, any new prospect is going to be a lot more receptive if you can introduce yourself by saying that someone they know gave you their name and address.


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