The ‘Other’ Referral: Why it’s Valuable, How to get it, and What to do with it
It’s no secret that referrals are incredibly valuable prospects that can turn into high-value buyers -- and you should never miss the opportunity to ask your customers for them. But even experienced sales people forget to ask for 'the other' referrals. Who are these 'other referrals' and why are they so valuable? They may not look especially promising. They may not have much budget. They may not even have a need for what you sell. Yet they’re still extraordinarily important. In this Quick Take you will learn the second type of referral you should always ask for, the key question to ask to discover this high-value referral and how to approach this referral in a way that’s almost guaranteed to connect.