ARTICLES

Strategic Connectors Serving the right ICP tells you someone could refer you. It doesn’t tell you whether they will. A while back, I almost passed on someone before I gave her a real shot. She’s a solo operator, capped at a handful of engagements she can...

Strategic Connectors Most referral lists are built from who you know and like — which is exactly why they don’t produce. I spent a year meeting regularly with a guy who ran a fractional CFO firm. Sharp operator. Well connected. Served the same size and...

I sponsored an entrepreneur organization for over a year. Wrote the check. Showed up to the events. Put in the time, month after month. At the end of it, I sat down to decide whether to renew and asked myself a simple question: what did I actually get out of this?...

Every time you think about asking for a referral, something in you flinches. You know your best clients came from introductions. You know the people who could send you more are sitting right there in your phone. And you know, in theory, you should just ask. But the...

A few weeks ago, I was doing something most people in my position never do. I was calculating how much revenue I had referred to two of my Strategic Connectors. Not what they'd sent me. What I'd sent them. The number for each: over $250,000. That stopped me. Not...

For years, I taught salespeople how to ask for referrals. It was one of many modules in the sales training work I did and like most referral training, it was built around a leading metric: how many referrals did you ask for? Ask more, get more. Track your asks, track...