Category Archives: Endless Referrals

Use Testimonial Letters . . . And Leave The Selling to Them

I was recently asked, “Why do you and so many other authors on sales put so much emphasis on our using testimonial letters?” Tell me; which will more effectively persuade you to buy my “widget” – If I, the salesperson, tell you how great it is? . . . or if your neighbor, or friend,…

When You Can’t Refer to Everyone

Perhaps my favorite business relationship-building question – the one I call “The One Key Question That Will Set You Apart” – is, “How can I know if someone I’m speaking with would be a good prospect for you?” This not only causes you to focus on how to add value to this person and the…

What About 5-Minute Networking?

A subscriber wrote to ask what to do during an upcoming formal event where a bunch of attendees would go from person to person for an orchestrated five-minute exchange of networking (italics on purpose). In other words, as he put it, “we’ll each have five minutes to pitch ourselves and our products/services. So, how do…