People often confuse leads with referrals. A lead is just a name and a number...not much better than handing someone a phonebook. A referral on the other hand is a business introduction. When you are given a referral the person that is being referred is expecting a phone call or visit from you because the person that gave you that referral has talked to them and gave them an introduction about you or your business. Referral = warm, Lead = cold.
Also keep in mind that referral passing is a two way road. You cannot expect someone to give you referrals if you are not passing referrals back. It also does not work if one of you is passing leads and the other referrals.
Points to ponder: Think about your vocabulary...eliminate words that cause fear. Replace "sign here", with approve the paperwork or give your o.k. here. Replace "contract" with paperwork, or agreement. Believe it or not this can stop a sale dead in it's tracks. If you have ever heard, "I never sign anything without reading the small print." "I don't want to be stuck with a contract." ...then you know exactly what I am talking about.
Happy Selling...
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