Many business professionals are still dialing for dollars. Instead of calling out, they should get prospects to call in. The easiest way to bring in new business is by referrals from clients and friends.
Referrals are both an efficient and productive approach to generating business.
Referred prospects trust the person to whom they have been referred, are primed to listen and want to learn what that person has to offer. By practicing some basic communication patterns, a person in almost any business can learn how to enable others to be prolific sources or advocates. It's up to him to coach sources so they have the conviction and the communication to get others to call for an appointment. A person requesting referrals needs to realize that referral sources are concerned with their own needs, priorities and constraints. By seeing referrals from the source's perspective, business people wanting referrals will phrase a request for qualified prospects in such a way that makes it easy for others to become their advocates.