Referrals are an easy and effective way to cultivate leads, especially during a tough economy! They're passed along to you by someone who has already established that you are a trustworthy individual...plus, they're already interested in hearing about what you have to offer!

According to Stan Billue at SalesGravy.com, 1 out of every 15 to 20 people who provide referrals to you will be a Center of Influence. Billue describes a Center of Influence as “a guy or gal that is so well-liked or respected that whatever they do, all of their friends and/or associates will normally do the same thing.”

You probably know plenty of people like this...and as you progress in your business, you'll know even more!

When you ask these Centers of Influence for referrals, you have an opportunity to learn vital information about your prospective clients. “...You will be amazed at what they tell you about their friends, neighbors and relatives,” Billue writes.

“In many cases you can find nicknames, hobbies, type of work, information about their family their personality, etc., all of which will help you approach them and eventually make a sale.”

That's why it's so important to speak with your friends, family and networking associates about your Web solution! And definitely don't forget about your current clients, because you can offer a great incentive through our Referral Program!

When current client sends a referral your way and one of our Product Specialists sells a site to that prospect, your referring client gets a month of Web site hosting on us!

Once your current customer provides a referral, talk to this newfound prospect about your Web solution. Then, simply schedule an appointment in the Sales Calendar with our Sales Support staff! Remember to make a note in the Calendar indicating that the prospect is a referral, and tell us which of your customers provided the new lead. Also keep in mind your client only gets that free month of Web hosting when you use Sales Support to make the sale, and the referral must stay with us for a minimum of ten days!

Stan Billue describes referrals as “found money.” They're “the icing on the cake,” he writes. Don't let these leads slip through your fingers...start setting appointments with referrals right away!

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Did you know…

The latest Local Commerce Monitor Wave report from The Kelsey Group shows that small- and medium-sized businesses are leaving traditional advertising mediums in the dust! For the first time in the 13 years that the study has been conducted, small businesses are using online media more than ever to advertise. They're cutting back or entirely abandoning methods like television or newspaper advertising!

The study “revealed a decrease in overall ad spending by SMBs, owing to unfavorable economic conditions and the long-term substitution of traditional media with lower-cost digital/online media,” according to the Kelsey Group. 

Despite the decrease in overall ad spending, the report also found that, on average, SMBs increased the amount they spent on Web sites and profile pages by more than 26%!

Kelsey Group's Director of Research Steve Marshall said, “The milestone of digital/online surpassing traditional media among SMBs is an indicator of the broad shift to online platforms.”

That shift is going to continue as more businesses realize they can cut advertising costs and get better results by using the Web! Tell your prospects how they can make the most of their Web marketing efforts with the help of your complete Web solution!

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