Tag Archives: referrals

Handling “Push Back” When Requesting Referrals

When you use the Stepping Stones© methodology, you're naturally pre-empting each of these, primarily if you use the pre-prepared list approach, to allow you and the client to laser focus your "Anybody's". That's being professional. So if you use this approach, you shouldn't have clients respond as above. If you hit a brick wall, treat…
Read more

Get Referrals by Wallowing in the Value

You want more referrals from your clients and customers? But wary of asking outright? Here’s how using the Value Conversation. At some point towards the end of the sales cycle, when your client has enjoyed the value you provide and experienced this, you put on the agenda of a meeting – the Value Discussion. My…
Read more