When (and How) to Ask for Referrals: Part 2

In Part 1 of this three-part series, I suggested that the best way to ensure you get referrals is to first pave the way for them. (Okay, that’s more than a suggestion.) Most important in this process is to go “above and beyond” the call of duty in giving your new customers a stellar, beyond-their-expectations experience. […]

The Art of (Security Sales) War

I just finished a phone meeting with another small and relatively new security dealer struggling with business development and trying to stay afloat. He’s tried all kinds of traditional advertising routes: print ads, direct mail, Adwords, door-to-door canvassing. Relatively expensive ventures with very little to show in return. And when he does get a lead […]