2021 Growth: Using Referrals the Right Way

In a business-to-business environment, referrals can lead to 80% of all new business. Where do the best referrals come from?

Well, you can’t wait for them to knock on your door. And asking works only as part of a process that builds and maintains a productive and reliable referrals network. How do you do that? We know from experience that the single best way is to develop a process to “pay it forward” whenever you have the opportunity. The most important element of that process is to always be looking for those opportunities. The good news is that they are all around you.

But you can’t be haphazard about it. For instance, begin next week to intentionally think about how each new contact might benefit from your current contacts–including vendors, customers, prospects, networking connections. We’ve also been successful in helping our clients to “match make” people they’ve just met. (And, yes, we use that approach ourselves.) Another way is to introduce complementary resources, one of which you hope to do business with and one you already know. The approach itself immediately differentiates you and your company, and it warms up what would otherwise be a cold call.

So, to get 2021 off to a great start, get in touch with us to talk about your referrals process and other business development topics. We’ll take the time to learn about your company and offer our thoughts without charge. We can virtually guarantee that you’ll come away with new insights about your business. Building solid referrals does take time–and a proven process. Don’t be left out in what is going to be a new year like no other.

Some Things We Can Talk About

 “Knowing when to ask for referrals and how.”

“Being seen as an expert.”

“Telling the right stories.”

“Focusing on process, not outcome.”

“Networking more effectively.”

Take a fundamental step to increase your sales–and those of your team–this year. Just contact us at 847-446-0008 or pkrone@productivestrategies.com.


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