Selling Strategic Services to Senior People: The Effect of Referrals

The first characteristic is selling strategic services to senior people./nReferrals have a declining effect over time./nRecommendations are more likely to be taken from people viewed as equals or above./nSelling to entrepreneurs and senior executives is more likely to result in effective referrals./nReferrals for design to brand managers are less likely and have a lower value./nReferrals are more effective when dealing with senior individuals.