I had coffee on yesterday with a client I worked with one-on-one over 6 years ago. I taught him how to win at his sales profession by getting “Relationship Referrals.” He’s not a business owner but an account executive for his company. 80% of the population will invest more money for their entertainment than they will for their professional development. This isn’t so with this client. He hired me to teach him the secrets of using his relationships to get referred to more business. Most business people make the mistake of trying to get referrals using the “networking” technique. You know that system. Got to a meeting with a lot of strangers, drink and mingle, hand out business cards and use the “crossed-fingers” technique to try to get referrals. Most people don’t even try to get referrals but if you’re using the “networking” technique, how’s that working for you?
If you want to be in the top 5% of producing professionals, like the client I had coffee with, you need to use your relationships to get referrals, to leverage the sales process. When you use this system your income will be in the top 5% of income earners. You’ll drastically improve the prospects you get introduced to but using only a fraction of the time.
Don’t have a system you say? If you’d like to know how to leverage your relationships to generate all the business you can handle, contact me and I’ll point you in the right direction.