While it's true that you want to get a good number of referrals, it's true only up to a point.  Taking it to the extreme, you could get as many referrals as you could conceivably handle, but if the majority of them are of low quality--hard to close or not very valuable when closed--you're no better off than if you simply sat at your desk and spent all day cold-calling.  The same is true if you get so many referrals that you can't handle them with the professionalism your prospects and referral sources expect.

In order to garner a decent number of referrals, and to be able to close a good percentage of them for business, you need the time and the ability to turn marginal referrals into high-quality referrals using your sales skills.  This is something that you will not be as capable of doing if you're preoccupied with the number of rejections you're chalking up.

READ THE FULL ARTICLE to find out how to ensure that your referral pipeline flows steadily and reliably--CLICK HERE: Referral Quality Beats Quantity

To read more Entrepreneur.com articles by Dr. Misner, please visit:  http://www.entrepreneur.com/columnists/ivanmisner/archive52902.html