The Queen of prospecting Tip: Ask for a referral!

Once you have scheduled your meeting, if you think that there may be others in the company who could also use your product or service and if you have had a good conversation with your prospect, it is appropriate to ask for a referral. “Who else should I speak with?” Ask if they can join in to the meeting you’ve already scheduled with your prospect.

Another option is to arrange things for yourself. If there are other prospects within a company, take charge and call those other prospects directly. “Hi, New Prospect. I was just speaking with (prospect’s name), and we scheduled a brief introductory meeting on (day) at (time).” Tell your new prospect a little about what you do and then say, “Is (day) good for you? I could drop by before or after I meet with (prospect’s name). What would work for you?”

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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