What to do:

• If you are using the Cotton Client Acquisition System, conduct the Business Development Plan Review.
• It's better to ask for three names, rather than "a couple," and don't press for huge numbers. See the Prospecting Sources and Methods section of this course for suggested approaches to getting on-profile referrals in the business and professional markets.
• Once you have three names, ask the referrer, "...and who else comes to mind?" After gathering as many on-profile names as you can, ask the referrer to tell you about each of these on-profile prospects.
• Assume consent to use the referrer's name by asking:

  "Jane, are you going to be seeing these people in the next week or so?"

  (If the response is yes, say...)

  "Is there any reason why you would mind telling them that I'll be calling soon?"

• If the prospect says, "I'm not sure I know anyone who needs your services," say...

  "As I recall, Jane, a month ago, you didn't know you needed them either! But once you saw their value, you knew we should do business. With that in mind..."

  (Ask qualifying questions, such as...)

  "Who do you know owns a business like this one?"

  "Who is your competition?"