Superior Sales: The Worst Bad Business Assumption
To gain this type of introduction all you have to do is ask for it. Don’t be bashful. Come right out and say something like this, “Jim, It would be great if you would have time for me to buy you and Mr. _______ lunch this week or next week. Which day will work best for you?”Then ask your customer if he feels it would be best for him to telephone Mr. ________ and set up the lunch or if you should do it.
Type B – Telephone Referral.
This isn’t as great as a personal face-to-face introduction, but it’s still mighty powerful. Again, the same system works. Ask your satisfied customer to telephone the prospects he is referring you to. If you have a good relationship with him and have provided him with great products and services that helped him solve his needs, problems and wants, then be bold, just ask him. “Jim, thanks for these three referrals. Would you be able to telephone them today, while I am here, or would tomorrow work better for you?”