The warmest, most highly productive sources of prospects are on-profile referrals and introductions. When referral prospecting becomes a habit, you create an endless chain of high-quality names flowing into your sales cycle. But this method has other benefits.

On-profile referral prospecting:

• Let's you pre-qualify prospects before contacting them.
• Helps you identify specific reasons to contact prospects — and, the better the reason, the better the results.
• Creates third-party influence with prospects, which warms up an otherwise cold approach.
• Reduces peoples' natural sales resistance and defuses defensiveness.
• Establishes your credibility, since you are already trusted by someone the prospect knows and trusts.

The Cotton Client Acquisition System "Business Development Plan" and "One in Five" Referred Lead Talk (on the next page) are powerful on-profile prospecting tools.