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NEWS Articles

How to Get 100 Referrals in 60 Days

Everyone knows that referrals are the best way to get new business. If you want to find an attorney, a new CPA, a new physician, or a good place to go out for dinner, you would rather be referred from a trusted business associate or a friend wouldn’t you? No one prefers solving problems through a cold call to a good referral.
So why is it that most salespeople will admit they are not getting enough referrals? There are a lot of reasons. Here are a few:www.masshightech.com/stories/2011/08/22/daily26-How-to-get-100-referrals-in-60-days.html
 

Getting to Decision Makers

Quite often our clients want to know how to get to decision makers. Decision makers have gatekeepers and many times we find ourselves dealing with voicemail. I could write at least a dozen tips on this subject. I will give you six today:www.masshightech.com/stories/2011/09/19/daily29-Getting-sales-pitches-to-decision-makers.html

Sales Prospecting Do's and Don'ts

We all know that prospecting is the life blood of sales. I coach a lot of small business owners who wear a lot of hats in addition to sales, and they want to know that they or their salespeople are not wasting time while prospecting. Those that have salespeople feel they are not in front of enough qualified prospects. Others feel they can’t get the momentum they need for lack of a plan. This leads to more aggressive sales tactics with those who are in the pipeline, which compromises results and margins. So I decided to offer some tips. www.masshightech.com/stories/2011/10/17/daily34-Sales-prospecting-dos-and-donts.html

The Future of Business Networking

Are you getting results from the time you spend networking? I am sometimes asked by clients, before we start working together, if networking is non-productive time. If your referral sources are not getting you all the business you can handle, perhaps you should consider how you are networking. Even if you get all the referrals you can handle, how will you water your referral tree if you stop networking? Here are some tips to make your networking successful: www.masshightech.com/stories/2011/11/14/daily19-Top-10-tips-for-successful-business-networking.html

 

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