Problem: One of the measures of successful salespeople is the number of referrals they get from customers and others. But most salespeople do not get nearly enough referrals to keep them out of the cold calling business. The sad truth is that they don’t ask for referrals, and prospects normally don’t go out of their way to provide referrals to salespeople that don’t ask.
Problem: Most salespeople certainly don’t get enough referrals and often the referrals they do receive go nowhere. How many times have you called a referral, failed to get through to the gatekeeper, and left a message that never gets returned? Perhaps you’ve even gotten through to the referral, only to be met with a cool response? We all know that referrals are the best source of new business, by far, so why does this happen?