Six Steps to Closing B2B Referrals – Effective Strategies for Reaching Your Target Market

Referrals are the fastest ­path to closing new business.  However, there are some best practices associated with the art of closing referrals.  There are an endless number of resources offering insight, some of it is way off base and even uncomfortable for many. If you’ve used some of these strategies unsuccessfully or are tired ofRead more

B2B Referral Marketing Programs: The Missing Ingredient for Success

Don’t Underestimate the Value of B2B Referral Marketing Few things are as valuable to a business as a steady lead generation strategy that produces hot leads. Unfortunately, most companies don’t have this luxury. For the majority of B2B organizations, generating leads involves cold calling, intensive networking, and the occasional organic lead. While there’s nothing wrongRead more

How To Make a Professional Email Introduction

In business, it’s often who you know. You can establish yourself as an industry leader simply by connecting the right people with a well-written professional email introduction. Joe comes to you and asks if you know anyone who can solve his IT problems. You’re not in IT, but you do have a great resource; Susan.Read more

Improve Referral Conversion Rates With Your Web Presence

Guest Blog Post Courtesy of Phil Singleton Word of mouth referrals have always been and will continue to be one of the best sources of leads for businesses. Yet, with the ubiquity of the Internet, the referral sale process has changed in one very important way: very few business owners will make a final decisionRead more