One of the hardest things to do in business and in sales is to have someone love what you do so much that they'll put their name on the line and refer you business.

That's a relationship you have to nurture.

And I bet that most of you have more than a handful of happy customers who would refer you business. The easiest way to get more leads and pipeline is to ask for referrals.

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It can be hard to get referrals for sure. You have to have someone high up that is on your side. As you get more experience, have a better relationship, that's when this begins to pay off more I think.

This is great advice and it is completely true! Getting happy customers to give you referrals is the best way to grow. Can't survive on cold leads alone

Easily one of the key points of being a good salesman. Without referrals from your previous employees, you're missing a solid set of new leads that already trust your reputation. Ask for the referral! Multiple times if necessary!

Have you read the HBR whitepaper on "The Only Number Worth Measuring"?

Totally agree. A professional relationship is one of the best foundations in sales. Thanks for the reminder.

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