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Wednesday, October 19, 2005

Painless Methods for Getting a Constant Stream of Referrals

When I was selling Encyclopedia Britannica door-to-door many years ago, it was an obligatory part of the job to ask for referrals. And I hated it. It made me nervous and shaky just to think of it. Is this how you feel too?

I hated to ask for fear I was imposing on my prospects, or even destroying my chances of a sale, so I left it almost until I was out the door, like an afterthought. As I didn’t make many sales, I didn’t seem to get many referrals either, which made matters worse. And because I didn’t get many sales I feared that I may lose what sales I did get if I asked for referrals.

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