In this economy with people buying less than they did in the good times more people are on the phone making cold calls. Though cold calling is important if you don’t have a lead generation system, it’s not nearly as effective as asking customers who have bought your product or service in the past for referrals.
Larger companies have a marketing program for generating leads such as adverts in newspapers and consumer and trade magazines, on radio and the Internet. These leads still have to be qualified but at least the person who has called, filled in an online form or emailed the company has an interest in the product or service on offer. Continue reading “Increase your time asking for referrals”