How Professional Service Providers Can Break Through Resistance to Requesting Referrals
One of the most powerful strategic marketing tools is referrals. Are you resisting the opportunity to request referrals? If you answered YES you are resisting, why are you resisting? In doing some research on this subject I learned that many, if not most, professional services providers resist because of fear. Yes, I said fear. What is meant by fear as it relates to this subject? Here is what I have learned and observed. The professional services providers are afraid they will: offend and therefore harm their relationship with a client; fail and not cultivate any new business; be perceived as a "salesman" or a "saleswoman" instead of as a professional; ...
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