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Increasing business after referrals

Question
If my business gets plenty of referrals, do I still need to sell? 
Answer
Only if you still plan to eat. Anybody who’s experienced and successful in referral marketing will tell you that sales skills are needed in every part of the referral marketing process, not just in closing the sale with the prospect.

From the very beginning, you must sell yourself to your potential referral source. A referral is not a guaranteed sale; it’s the opportunity to do business with someone to whom you’ve been recommended. You still have to make it clear that you can and will provide the products or services you’re expected to provide. 
Brain Trust contributor: Dr. Ivan Misner is the Founder and Chairman of BNI and author of many books, including Truth or Delusion?and Masters of Success
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