Juan’s sales numbers for the quarter were sharply down; lately, he felt he was struggling with his prospecting. He asked his manager Anita for help.
“There’s a lot we can talk about when it comes to prospecting,” Anita said. “But let’s start with the simplest question first. Are you asking your current clients for referrals?”
Juan frowned and shook his head. “You know, I’ve never really been very comfortable with that,” he said. “I tried asking people a couple of times, and it always felt awkward. It never seemed to generate any opportunities.”
“Let’s think about who you’re asking and how you’re asking them,” Anita said, smiling. “I think you’ll find generating referrals can be a lot easier than you might think.”