Episode Details

I've noticed a major issue that is killing your business growth: you are receiving referrals - those golden introductions where trust is already implied, and you are killing the deal before it even starts.

Too many of you are acting like order takers instead of consultants. 

When someone calls and says a former customer gave them your number, your first instinct is to just send a price list. That is the wrong way to go about it. By just sending a price list, you lose control of the conversation and practically invite the customer to ghost you.

If you want to close more deals, you must:

 Ask the person who referred them background questions to know if the lead is serious.

 Call the person instead of just texting; take charge of the conversation.

 Drop names to use the trust that already exists between friends.

 Ask questions about their problems or what they are looking for to find the best solution.

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Stop being an order taker and start being a consultant.