Скачать или смотреть Sandler Rule #11: Money Does Grow on Trees

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Hi, it's Dave. This is rule number 11. Money does grow on trees. Really? Well, what type of tree? A referral tree. Think about how many referrals you get. Are they proactive? I mean, are you asking for them? Are you hunting for them or are they reactive where they're just coming to you? As a professional salesperson, I'm going to suggest to you that you need to be proactively asking for referrals. You need to grow the referral tree, right? It's five times more effective to close a referral than it is a net new opportunity. So you've got to figure out whether it's either through LinkedIn and you're looking at their context of somebody that's going to give you a referral or you're looking at an org chart to see who else in the company that you don't know that they may be able to introduce you to.

There are five or six different ways that you can grow your referral tree, but the important thing is you've got to do it all the time. It's not an event. It's a process. I can think of many, many people who have brought in millions of dollars into Sandler because they're raving fans. We keep in touch and we're talking all the time about who else could we help based on what we do and how we've helped them. Who in their network, who in their sphere of influence could we help? And that's an active part of what we do every single day. And that's the key. Grow your referral tree and money will come.