PLAYING POSITION

Business Referrals

Larry W. Dennis Says:

Play position for the next shot. When is

the best time to ask for referrals?

Immediately after the sale is made –

early and often.

Larry W. Dennis Says:

When is the best time to follow up on a

referred lead – six days or six weeks or

six minutes?

I found it best to call that same day, that

same hour if possible. That is when you

are most excited.

Larry W. Dennis Says:

Be sure to show appreciation for referrals

and report your results, whether good or

bad.

Larry W. Dennis Says:

Take a cue from Willie Hoppe, the

world’s greatest billiards player –

playing position for the next shot made it

possible for him to set the unbelievable

world record of running more than 15

million points. For 45 years a title holder!

Larry W. Dennis Says:

“Seeing how the play is” always remains

fresh in my mind because it’s taught me

it’s just as important to play position for

the next shot in selling as it is in billiards –

and references, referrals, repeat business

and word of mouth advertising are the

lifeblood of your business.