Ideal referralsQuestion How do I develop and explain my ideal clients to help others develop referrals for me?
Answer To foster referrals, first develop a customer profile that you consider to be ideal for your business. Then convey that image to your networking contacts. Elements to focus on to develop a profile include:
- Industry - Geography - Size of company - Business unit/function - Kind of person - sometimes by title or name - Situation/need The more precise and specific you are, the easier it will be for someone to refer you. 
Brain Trust contributor:
Author of No More Cold Calling: The Breakthrough System That Will Leave Your Competition In the Dust
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