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