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Tuesday, May 8, 2007
Five keys to being effective at obtaining referrals
One of the most important aspects of the sales process it to obtain referrals on a consistent basis.

Stay focused on being referable—It is important to be the kind of professional that people will be comfortable referring to their family, friends or business associates.

Make a commitment to ask every time—You must develop a referral mentality. Your attitude must be that you will ask for referrals from every presentation every time.

Have a referral presentation— Develop a mini-presentation for obtaining referrals. Over time you will develop a script that will be effective most every time.

Think referrals during the entire presentation —As you are making your presentation and people are mentioned, make a mental note. This way when you are asking for referrals you can suggest people whom they have already mentioned.

Have a specific place in the presentation where you ask—By having a specific place in your presentation to ask for referrals, it will become a vital part of your presentation.

"You are either selling yourself into or out of business.
When you get referrals you are selling yourself into more business."
Gary OíSullivan
Gary O'Sullivan
About Us: The Gary O'Sullivan Company is a consulting firm dedicated to building people to build business. Gary O'Sullivan, Founder and President, is a visionary senior-level executive with proven success in strategic planning, development, management, and leadership of operational initiatives in business development.


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With a rich and impressive resume dating back to 1971 — with experience in direct sales, middle management, and upper management as senior vice president of marketing for a publicly-traded national company — Gary O'Sullivan understands business from every viewpoint.

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