Can You Build Your Business From Referrals? Depends on the Question You Ask

Over the past few years Paul McCord has worked with thousands of sellers, helping them learn how to radically increase both the quantity and quality of referrals they get from their clients.  In the early stages of working with these men and women he usually hears the same comments and frustrations about referrals: from how asking for referrals is a waste of time because seldom do the referred prospects buy, to how asking for referrals makes the seller look weak, to how clients resent being asked for referrals.

There are dozens of reasons sellers have had less than great experience with referrals, and almost all of them are because the way they’ve been taught to seek referrals creates more problems than it solves.