It often amazes me how many sales people and business owners tell me that they are uncomfortable asking for referrals.

Some don’t know how to ask, and some don’t ask at all. Referral business is the least expensive way to win new customers, has the highest possible leverage, and the best potential payoff. In addition, a prospect whose name you received through a referral may be more prone to return your call and less likely to look to another provider for their needs. [Read more…]