The best leads you're not getting

So you've just closed the sale - congrats! Nice job, pip pip, cheerio and all that. Now what?

If you're like a lot of sales people out there, you go "press hard, three copies, here's yours, I'm done".

That's exactly what you shouldn't do.

Think about this for a moment: You've just hit the culmination of a lot of work, and to be honest, both buyer and seller (especially in the case of first-time clients) are usually excited to buy whatever you've sold. So while they're excited, and you've convinced them to get on board with you, now comes part two - putting them to work for you.

Do this immediately, while the iron is hot. No one wants to buy a new car and then tell his friends "well, I didn't really like it but got it anyway". In fact, isn't it always "this is the best car ever!" Same thing with you and your business. Make sure you use the power of a new client as advocate, let them spread the good word and the enthusiasm of the new purchase for you. It works wonders to get people selling for you.

And now, the best leads you're not getting. You've just sold someone, and they are excited. You have an advocate. How many people do you think this person knows who are either in related businesses or are friends and colleagues who may have the same influence in their own jobs? Odds are pretty good. So go for the rolodex! Get them to provide you with leads. Ask them point-blank: "John, I know you're excited to be on board with us - do you know anyone else who might be interested in a similar opportunity/product/situation? And may I use your name as an introduction?"

Some people will give you leads but won't say to use their name. That's fine, you've just uncovered a warm lead, now go to work. Some people will have no problem saying "tell them Hal sent you!" And yet the rarer few may actually call for you (how cool is that?). But no matter the offer, you should take advantage of it. And don't be gun shy about asking. Right now, they bought from you - which means they like and trust you. People just don't fire their friends phone numbers out to anyone. But if they think the person can help, well... odds are they may offer up someone for you to call. Ask for the leads, because nothing beats a referral!