Ask for referrals after the prospect says “no”. This is a very powerful technique. Why not ask? You have invested a great deal of effort getting through gatekeepers, getting to know the prospect’s business, and building a relationship. They know alot about your strengths and solutions. Why walk away with nothing? Ask for a referral. Perhaps they were forced to choose a competitor’s proposal because their hands were tied for various reasons by senior management and they had no other choice. Who knows? You might be the preferred vendor in their mind anyway. Ask for a referral from prospects who don’t buy from you.