The single prospecting approach that pays

He contacts the colleague — who agrees to refer him and introduce him. The advisor makes the connection and closes the sale in record time!

I say to him: You now have proof that referrals work. You won’t cold call anymore. He tells me he is still going to cold call — despite the current, in-front-of-his-face referral-selling success! My regard for him takes a dive. Why would he continue to cold call when he gets a new, quality, ideal client — in his target market — immediately, through a referral? If you have a clue, let me know. I’m dumbfounded.