Earning the Right To Ask

Two of the best resources for making more sales are "Warm Referrals" and "Prospect References."

A "Warm referral" is a referral in which the person who is giving you the referral has already informed the prospect that you will be contacting them or better yet personally introduces you as a recommended provider to the prospect.

"Prospect References" are highly credible contacts who have agreed to let you use their name and contact information for referring a prospect to them as a recommender of your services.

Lee Salz wrote: "Your Sales Need A Little R & R."