John Rosso

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal?

Referrals and introductions should be central to building a quality pipeline for our business. In my research, most of us are leaving up to 75% of the available referrals and introductions on the table. Most of us get referrals and introductions even if we do not ask! However, having a well-thought process and goals for pursuing them can dramatically increase our referral business.