By Kim T. Gordon

Do you know the difference between a hot prospect and a cold one? If you've got a program in place to win referrals for your business, then you're on the right track.

Referrals are your hottest prospects because they come to you prepared to buy. Typically, prospects move through your sales cycle in three stages. They begin as cold prospects who know relatively little about your company. Then, as you educate them, repeatedly expose them to your message, and use sales techniques to bring them closer to a buying decision, they become warm, and eventually hot prospects. Referrals, on the other hand, are businesses or individuals who have been sent to you because they have a specific interest in what you offer. They automatically enter your sales cycle at about the same point as prospects you've painstakingly moved all the way from cold through warm to hot.......[read more after logging in]

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