In order to get these referrals – the most valuable ones – you must be front of mind with your referral partners when they receive the call."
Scott Messer, Sales Evolution, LLC,
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Summary: Smart professional firms and sellers adopt a variety of tactics to overcome this with the core principle being to nurture the relationship with high potential customers over time. Each interaction – be it a call, a meeting, a useful article clipped and sent, or an email newsletter – is designed to add value to the customer/prospect and to strengthen the relationship. Done well, these approaches have a huge payoff.
In order to get these referrals – the most valuable ones – you must be front of mind with your referral partners when they receive the call."
Scott Messer, Sales Evolution, LLC,
|
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