By Mike Philie
In February 9, 2009

When I ask most sales reps how they get new business the number one answer is through referrals. Probably not a big surprise. When I ask what their goal is this month for the number of referrals they'll get the conversation goes silent. I guess the real story is that if we're doing a good job for our clients day in and day out we expect to get a referral from them. Well, how's that working for you these days?

Look, business is tough for almost everyone these days. When you do a great job for someone ask them if they know anyone else who could also benefit from the wonderful things that you and your company can deliver. You're not being too aggressive here-everyone, including our clients, is trying to grow their business and one of the best ways is through referrals. Have a plan for your referral program with goals and target accounts. Do it on purpose and I think that you'll see some great results.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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