Archive for October, 2007

Your Referral ‘Sales’ Funnel

By Daryl Logullo | October 8, 2007 | Popularity: 5% | 207 views

I just read a great article from Dave Cooke on his blog Sales Cooke. It's entitled "What Does 'Qualified' Mean?"
In it, Dave discusses qualified opportunities and qualified leads. I like Cooke's approach in this article, as it's very direct. Here's what he says…

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A Crucial Link In Your Referrals

By Daryl Logullo | October 7, 2007 | Popularity: 4% | 173 views

There's probably a missing link in your ability to get more referrals. What is it?
Let me begin by asking you: Do referrals come to you more frequently when others know you, like you, and trust you? Some would say–in the crudest sense–the answer is "Yes!" Indeed, you may feel those three attributes (knowldege, likeability, trust) [...]

Is There Power in Word-of-Mouth?

By Daryl Logullo | October 6, 2007 | Popularity: 4% | 258 views

Perhaps no other type of marketing is more powerful than word of mouth.  When your clients tell other potential clients about you, more information is passed than simply who you are. 
Here's why…

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The 20-80 Rule of Referrals

By Daryl Logullo | October 1, 2007 | Popularity: 5% | 223 views

Here are three key concepts to refocusing your referral marketing. It's based on the 80/20 Rule, and a reverse concept I call the 20/80 Rule with the following question:

What if you inverted the equation and spent 80% of your marketing dollars on your current clients?

Here's what I'm driving at…

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