Leverage referrals to gain access to elusive contacts from "summary" of Selling to Big Companies by Jill Konrath
When you're trying to reach elusive contacts, referrals can be your golden ticket. A referral instantly elevates your position in the eyes of the prospect. It's like receiving a VIP pass to a high-security event - suddenly, you're no longer just another salesperson clamoring for attention. Referrals give you credibility and trust right off the bat. Instead of being seen as a stranger trying to push your agenda, you're now viewed as someone who comes highly recommended by a trusted source. This makes the elusive contact more likely to give you the time of day and listen to what you have to say. To leverage referrals effectively, start by identifying people in your network who have connections to the elusive contact you're trying to reach. Reach out to them and ask for an introduction or ...
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