In his latest article for Entrepreneur.com, Dr. Misner explains that even with a referral in hand, you don’t want to skip steps in your sales process.

When one of your business relationships passes you a referral, don’t assume that the prospect is ready to hear a presentation on your product or service.  “When an associate passes you a referral,” says Dr. Misner, “say thanks . . . then start digging for more information.”

There’s quite a bit of difference between a basic referral and one that’s well developed, and there are many levels in between. Click the link below to read the full article which contains a list of referral types rated from least valuable to most valuable.  Use the list to assess the level of referrals you are getting so you can start making the most of them.

CLICK HERE FOR THE FULL ARTICLE

Read more of Dr. Misner’s articles on Entrepreneur.com by visiting:  http://www.entrepreneur.com/columnists/ivanmisner/archive52902.html