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Episode 12 - We're Not Eating at Applebees
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In this episode, Jon and Justin talk about the roles referrals play in building a growing and healthy payments portfolio. Along the way, they cover:
- Setting sales goals and reverse engineering the activities needed to achieve them (appointments, calls, etc.)
- Tracking ratios to understand your sales funnel performance
- The importance of networking and joining groups like Chambers of Commerce
- Being specific when asking contacts for referrals
- Following up with merchants after install to earn trust and referrals
- Warm calling businesses around your appointments
- Having referral partners beyond the usual suspects
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