critical parts of generating a large number of reference quality, of course, get quality links to get instead of just names and phone numbers. But sometimes, despite our efforts to obtain an agreement from our customers that they will give us 5 or more references to people or companies that meet our requirements, we find when we sit at the meeting of the leadership after the sale, acquisition, that they aren ‘t ready for payment.

As you can see the session and start with the number and quality of references you want and expect?

To ensure we get the references that we want and the number of references that have the customer we do our own homework before we are taken to improve the customer during the meeting, purchase of reference quantities. Homework is simply a list of people we have good reason to believe that our customers know that and we would develop our customers like the reference to us.

How can this list? The knowledge of our customers is the first step. During the sale, you must be aware of and more can be found on your client. Is he or she signs belonging to organizations in their office or at home? Are there stickers on their car? Photographs might suggest, involvement in organizations or clubs? If the customer after a meeting or some other indicator of participation? Can you collect information about past employment, other suppliers or customers?

All of the above funds are relatively simple, they can examine what you can know the customer. Looking in detail some of these options:

memberships: If you meet your customers in their office or home, you will often have the opportunity to their members by simply explore the room. Do they have plates of Lions Club and Chamber of Commerce? Lists of members of a trade association on their shelves? Pictures of them with a supplier or customer?

bumper stickers: Some people advertise their political associations or working on their car. Although there is no guarantee if you notice a sticker, it is often a sign that they have shown a commitment to the organization or movement from the thumbnail.

suppliers / customers: simple lessons that can be delivered by the person to be a lot of insight into the customer in a position, you can find. Is he or she or his company to sell or buy from someone you are interested in getting ahead?

Price: Do you know all the awards your client received a group, association, customer or supplier?

E-mails: Some customers are on their social e-mail list, where they put copies of articles, jokes, etc. that they find interesting. Often, these lists will be sent to many persons and any receiver, to your e-mail. Most people will simply delete these emails without a second thought. Not! Check the names of others e-mail has been sent to you sometimes surprising names. I received e-mails to personal e-mails, nationally recognized sports, politics, entertainment and sales. Most of the time I have no reason to demand that these people are called, but if I will ever be subjected to Emmett Smith, Bill Bradley, Kobe Bryant, Terry Bradshaw, Tom Kite, Barbara Walters, or tens of thousands of profile height of people I know, the request for payment, and I have their e-mail address in my database.

family: Are there any pictures of their children drive sport? Which school or to play a team? Your client does not say anything about their husbands to do with something with an organization or association? Who they are working on together?

former employer: This is to investigate a particularly lucrative. Most people have worked for several companies in their life and they often have contacts with their former employer. If your client has been working as they would take the contacts you want to note.

If you take the time and effort, not a little investigation, you need at least a few points for further discussion. If your list of associations, suppliers, former employers, etc., to explore these organizations that are within the organization you want designated by your client can determine.

If they are chamber members, make a list of several members of the space you want to meet. If they sell a member of a trade association, what other companies do? Who in this organization have revealed you to be the best chance they have to sell? Are there any former employer of your customer’s interest? What is your spouse of the employer for your customers?

You have to examine each of the organizations, companies, associations, etc. to discover, who want to meet you. You need to purchase reference to the meeting with a list of 15-25 names to ensure that your customers will know at least some of the people and easily refer ring to come to them.

At the meeting of the acquisition of reference to guide your customers right away. When you are done according to your customer with their list, there are people on the list that your client has not mentioned a few short minutes to complete and ask your client to any person on your list.

Of course you want more referrals from your client in the future. Start preparing for your future reference when you meet customer acquisition. Notes during the session, how your customer reacts to every person on your show on your list. For example, if you have three people from each of the three different organizations, but do not really know your client is uncomfortable or you belong to one of the members of both organizations, but is willing to take on all three people in the third organization, a note to clients that you approach several people on the third organization to a point in the future. Also note that the references had come prepared for your customers. They were all family and friends? All business knowledge knows about your customer just by chance? If all providers? All persons within the company? Who are your customers find you give a strong indication of two, as he trusts you and where proposals might the future of the people you would like to be called.

under any circumstances, with people on your list with the names of your customers without their explicit permission to connect. Try references is a surefire way to lose credibility with both your customers and prospects. If someone on your list for your client does not mention it, it’s OK to mention that you do the work for your customers. Relying on a name they know is good, as long as you do in any way that the customer you referred.

If you find the e-mail from someone you personally or if you agree to submit to one of the “friends list” e-mails you can get customers, not in any manner to that address without permission, even if you do not tell you where to get e-mail. You might be tempted to be sent to an e-mail to this sport that you or admire the politician or journalist you can not suffer, but you can not. This address is your home address and it came by accident. It is not yours, without having to use the approval of your customers and only to the extent that your client has given permission to use it. Again, the address is not yours to use, their actual value to inform you that if you ever need a reason to want to want them, you have somebody who might be able to know refer to them.


Thin-client