In this conversation, Max and Judi discuss the importance of facilitating introductions to new contacts and prospects in building a successful and sustainable sales career.
Judi shares her insights on how to effectively build a network, the importance of creating trust and value in relationships, and the best practices for asking for introductions and referrals. She goes on to explore the significance of nurturing relationships with intermediaries and how to leverage these connections for business growth.
The discussion emphasizes the need for curiosity, organization, and a genuine desire to help others in order to foster successful relationships that ultimately lead to successful introductions to new opportunities.
Chapters
00:00 The Importance of Referrals in Sales
02:39 Types of Referrals: Client vs. Intermediary
03:32 Building a Network: Tips for Young Salespeople
05:29 Creating Value in Networking
09:15 Trust and Expertise: The Key to Referrals
11:37 Listening and Tailoring Your Approach
14:09 Asking for Referrals: When and How
15:10 Building Relationships Through Personal Touch
16:24 The Power of Creativity in Networking
17:49 Creating Value Through Networking Groups
19:19 Expanding Your Network for Client Retention
21:09 Tactical Approaches to Following Up on Referrals
24:18 Leveraging Webinars for Client Engagement
26:49 Understanding the Role of Intermediaries
30:00 Final Thoughts on Generating Referrals
30:44 New Chapter
