by Tom Egelhoff
When you have finished the sales process with a satisfied customer, the next natural step is to ask for referrals. When you receive the referral, ask your customer to write a short personal note on your brochure to the new prospect. This is a great way to introduce your brochure to the new prospect and be sure he/she looks at it.
This procedure also “breaks the ice” and puts a positive spin on that all important first meeting. Nothing is more powerful than a recommendation from someone the customer knows.