Consider Prospects as Referral Sources

You may view someone as a referral source who might also be a prospect for your services directly. And...someone whom you have catergorized as a prospect may never use your services but may be a bountiful source of referrals. Don't be quick to categorize anyone. Some of your prospects may be unwilling to make use of your services until after they have referred you to another source. After they have obtained an evaluation of your services from that source, then they may be willing to work with you.

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