...is not what they are asking for.
If you want more of your best customers, you need to look at where they came from. All of them, came from referrals.
Sales people need referrals.
Here's what to do about it. Read the article...
'Where did your best customers come from?' Stop and think about that for a second. Don't guess at a notional idea of where your favourite type of customer comes from - pick an actual customer who you like dealing with, who you'd love to have more of. Where did they come from? I'm going to take an educated guess that they came to you from a referral - they were in some way introduced to you by someone that liked what you do. Is that true? How can we know this? Because almost every time I've asked this question, of hundreds of business owners and sales leaders, the answer has been the same, "Our best customers come from referrals".