CHARLOTTE, N.C., Jan. 16, 2019 /PRNewswire/ -- Anyone in sales or the professional services industry – lawyers, financial advisors, consultants, CPAs, realtors, coaches, insurance agents, interior designers – can tell you the quickest, cheapest, most effective way to secure a new client is referrals. But most people make the mistake of ASKING for referrals or PAYING for them. A new book explains how to avoid such pitfalls and how one can greatly increase their business.
Generating Business Referrals Without Asking: A Simple 5-Step Plan to a Referral Explosion (Morgan James) by Stacey Brown Randall explains how one can generate referrals the right way. She should know – the business coach generates triple digit referrals annually.
"I am a contrarian," declares Stacey. "I believe if you are asking for referrals, you are doing it wrong."
She offers tactics, tools, and processes to generate referrals without begging for them. Whether someone's been in business or sales for a decade or ten months, generating quality referrals is a key business development strategy that one must master in order to have continual growth and success.
Stacey shows us how to:
- build a pipeline of prospective new clients.
- Avoid giving incentives to others for referrals that will not yield results.
- take care of your referral sources.
- not just stay in touch, but top of mind, when hoping to receive referrals.
"To get referrals in a saturated, hyper-competitive marketplace, you'll need to change your thinking," says Stacey.
Her quest to crack the code on how to generate referrals without asking began after her first business failed. When she started another business – a business and productivity coaching practice – she knew keeping her pipeline full of new clients would be one of the biggest differentiators from her business failure. She honed in on referrals as the main source of prospects for her second business but wasn't satisfied with the conventional advice -- "to receive referrals you must ask."
"Getting clients through referrals is a key part to one's overall sales strategy," says Stacey. "A solid sales strategy should have three parts or plans – most business owners operate with one or two. The three plans are the prospecting plan, marketing plan, and referral plan. The activities and mindset are different for each bucket and most apply a prospecting or marketing mindset to referrals which is why they don't have long-term success with generating referrals."
For more information, consult: www.GeneratingBusinessReferrals.com.
SOURCE Stacey B. Randall