Need a process to get current clients to give us personal introductions to others
Many years ago, I listened to a training session done by someone who has speaking to the top .1% of all sales people who worked for the former Merrill Lynch. One tenth of one percent! He asked this question, "If I told you I could increase your business by 10% and it would only take 6 seconds in each call, would you do it?" You heard an audible murmur from the audience. These were extremely successful sales people being told they could do better and it would take a trivial amount of time in each call. He pointed to someone in the audience and said, "Time me." And then said, "Is there anyone else you know who I can be helping." You don't ask sit around referring your doctor or lawyer. You need to continuously plant the seed for referrals.