From the course: Selling into Industries: Professional Services
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Referrals from professional services
From the course: Selling into Industries: Professional Services
Referrals from professional services
- So far, you've been laser focused on what you can do for your customers. It takes a lot of careful study to sell into professional services. You've worked hard. You've delivered solutions with real results. But when is the timing right to ask them to do something for you? Let's talk about how to build your referral network. Believe it or not, your happy clients want you to ask. Professional service clients build their business by referrals. So they're used to the idea and comfortable with the process. Professional services is actually one of the best industries to ask for referrals. But just like so much in sales, timing is everything. You've got to read the signals and know your client. Step one is to figure out, are they happy. Before you start pursuing new business, you need to make sure the current relationship is going smoothly and that your client is happy. Don't simply assume everything is okay just because you may not have heard from your client in a while. You need to check…
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