Our conversation with Bob Burg, author of "Endless Referrals", continues. I asked Bob, "Your book refers a lot to community involvement, networking, etc. But how can an inside sales representative cultivate "endless referrals" from a phone selling to someone that might be 1000 miles away?"
Bob's response:
"Great question. And, the answer is, by following the exact same principles. Remember, when it comes right down to it, whether you’re prospecting locally, nationally, internationally, via phone, person-to-person, the Internet, etc., the – what I call – “Golden Rule of Sales and Networking” holds true, and that is: “All things being equal, people will do business with, and refer business to, those people they know, like and trust.”
So, while methodologies changes (obviously you won’t be meeting them in person) you can apply the same principles. Begin by establishing the relationship, and then utilize the simple four-step follow-up process we discuss in Chapter Four of Endless Referrals. The key is to keep in contact with them in a way that is helpful, adds “increase” to their life/business, establishes you as the expert in your field in their “minds eye” and keeps you totally on their mind (for whenever they – or someone they know – need what you sell) in a very simply, gentle, and non-threatening manner."
Part two of Bob's answer on this follows in the next post.
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