Barry Rosen

The Pursuit Group

8 Great Tips for Using Referral 8 Great Tips for Using Referral Sources More EffectivelySources More Effectively

8 Great Tips for Using Referral 8 Great Tips for Using Referral Sources More EffectivelySources More Effectively

1. Transcend the Sales Rep

“Do you know anyone else that I should be talking to?”

“Not off the top of my head, but let me think about it.”

2. Create a Participation Scale

Incorporate into your CRM or SFA system

3. Establish Business Rules

Expectations and rules For each level

Use to guide activity

4. Expand Your Definition

Source You

Source You

Typical

Also Effective

5. Pursue Third Parties

Treat as a separate target market

Aggressive and consistent

Activity goals

Quotas

6. Measure

• Monitor development activity

• Measure results

• Adjust

7. Train Your Staff

Management Sales

Marketing

How to generate, use and extend referrals

8. Close the Loop

Source You

DevelopmentStatus

Recognition

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