Comments on: The Four Pillars of a Successful Referral, Part 2: Your Client’s Purchasing Experience http://salesandmanagementblog.com/2009/05/20/the-four-pillars-of-a-successful-referral-part-2-your-clients-purchasing-experience/ Climate declared: 3.4 kg of CO2 per kg of product due to excessive amounts of hot air Fri, 25 May 2012 16:25:47 +0000 hourly 1 http://wordpress.com/ By: Trusted Referrals™ - Connect to MORE Business | Inquisix » Blog Archive » Successful Referrals Require More than Just Your Reputation http://salesandmanagementblog.com/2009/05/20/the-four-pillars-of-a-successful-referral-part-2-your-clients-purchasing-experience/#comment-2689 Tue, 26 May 2009 15:16:08 +0000 http://salesandmanagementblog.com/?p=1084#comment-2689 [...] 1: Your Relationship to Your Client Pillar 2: Your Client’s Purchasing Experience Pillar 3: Your Client’s Relationship to the Referred Prospect Pillar 4: How You Contact Your [...]

]]> By: Dave Sohigian http://salesandmanagementblog.com/2009/05/20/the-four-pillars-of-a-successful-referral-part-2-your-clients-purchasing-experience/#comment-2657 Fri, 22 May 2009 01:15:20 +0000 http://salesandmanagementblog.com/?p=1084#comment-2657 There is one other element to referrals which has to do with the larger brand of your product. Although I definitely agree with:

“You earn referrals by giving each client what they want, not what you think they should want”

This has as much to do with proper qualification of the prospects as it does with delivering what they want. Yes, you want many referrals from your clients, but if those referrals expect something from you that is difficult for your company to deliver, you will eventually paint yourself into a corner.

Dave Sohigian
TechDemoGuy.com

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