Learn how to get directly introduced to your best prospects

Over the years, I've spoken to thousands of sellers who were taught the same referral-generation rules — and had the same disappointing results. Many continue to ask in this way, knowing that only a small portion of the names and phone numbers they get will be of value. Others have simply given up on referrals altogether.

A few years ago, I discovered a referral-generation process that is far different from the traditional "do a good job and ask for referrals" process most of us have been taught.

Here's the key:

Rather than asking clients to do our prospecting for us, do it yourself. Let me repeat: do it yourself. That might sound simple or trite. But, it's the truth. Don't sit by the phone waiting for your clients to do the work for you: do it yourself! And do it this way: Ask for direct introductions to hand-picked prospects. That's it: Ask for direct introductions.

This method gives you complete control of the referral process, takes the burden off your clients and delivers an introduction to someone you already know is a great prospect for you. You can thank me later. See you here next week.

Sign up for The Lead and get a new tip in your inbox every day! More tips:

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Paul McCord is a best-selling author, speaker and leading authority on lead generation. He has more than 20 years' experience coaching and mentoring salespeople. For more information, go to mccordandassociates.com.