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3 Ways to Beat Referral Fatigue in Sales

Referrals are the heart of new business for most salespeople, providing personal connections to otherwise cold prospects. Skilled salespeople know the critical role that referrals can play in sealing a deal and do everything possible to nurture and grow their referral networks.

Its no surprise that social-networking sites have made the taskof seeking referral seeking easier and more prevalent, providing people multiple ways to ask for introductions to prospective clients. Yet with such an delugeof people asking for and making referrals on a regular basis, salespeople are faced with a new kind of problem: referral fatigue.

When salespeople ask for too many referrals, from close relationships and more distant connections, thiscan overburden their contacts. This also results when salespeople make too many referrals, thereby watering down the strength of their endorsements. To stave this off, beat referral fatigue in sales in these three ways:

Related:How to Be Remarkable at Following Up

With so many social-networking sites available, it can betempting to sign up for a remotely relevant site for the chance of making new professional connections.

Butmore doesnt mean better in this case. Spreading yourself thin across multiple social-networking sites to make a connection with an old high school friend who knows someone who knows someone at a prospective client firm might not be the best use of of yourtime.

All referrals are not created equal. While sites like Facebook and LinkedIn make it easy to find people you know who have connections to those you want to know, the strength or quality of theirconnection is not always clear. Siteslike LinkedIn can give the wrong impression:It might appear thatsomeone you know has a relationship with a certain person, when in fact the two havent even met.

Without more specific knowledge, it's difficult to figure out which introductions might result in meaningful contacts. Determining the most relevant and important relationships in the social-networking web can make or break a sales referral.

Related:Why You're Thinking About Networking All Wrong

When it comes time to ask for a referral, be sure to ask the right person in the right way. The right person may very well be on one of your social-networking go-to sites orcould be sitting right next to you at work. Take the time to engage in a meaningful exchange to determine if this person can accomplish what you desire.

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3 Ways to Beat Referral Fatigue in Sales

October 23rd, 2014

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Third Circuit Allows Evidence from Warrantless GPS Device

Category: Fourth Amendment

Philadelphia, PA (PRWEB) October 22, 2014

The Third Circuit in U.S. v. Katzin, 2014 U.S. Dist. WL 4851779 (3d Cir. Oct. 1, 2014), reversed its prior decision of the split three-judge panel and ruled that "...when the agents acted, they did so upon an objectively reasonable good-faith belief in the legality of their conduct, and that the good-faith exception to the exclusionary rule therefore applies."

In the Katzin case, suspecting the defendants of committing various burglaries, police, without a warrant, installed a GPS onto their van, leading to their apprehension. Almost two years later, the Supreme Court in U.S. v. Jones, 463 U.S. 354 (2012) ruled that this exact conduct needed a warrant. A three judge panel of the Third Circuit then held that the Fourth Amendment requires a warrant to install a GPS device on a suspects car. U.S. v. Katzin,732 F. 3d 187 (3d Cir. 2013). Prior to Jones, the Supreme Court had ruled that installing surveillance devices was not necessarily a Fourth Amendment violation. See U.S. v. Karo, 468 U.S. 705 (1984) and U.S. v. Knotts, 460 U.S. 276 (1983). The question before the en banc panel, therefore, was whether the police in Katzin were reasonably relying on these precedents to justify the legality of attaching the GPS device. The en banc panel in Katzin relied upon the U.S. Supreme Court's decision in Davis v. U.S., 131 S.Ct. 2419 (2011), which held that the good faith exception applies when the police were reasonably relying on binding precedent. Prior to Jones, the Supreme Court had ruled that installing surveillance devices was not necessarily a Fourth Amendment violation.

Ms. Lefeber explains that the Katzin decision effectively eviscerates any Fourth Amendment protection because it creates a good-faith exception to the suppression of ill-gotten evidence.

Judge D. Brooks Smith, similarly, wrote in his dissent:

"The majority's good-faith analysis is flawed because it finds that, where the law is unsettled, law enforcement may engage in constitutionally reckless conduct and still reap the benefits of the good-faith exception. Fourth Amendment jurisprudence dictates a different outcome. When the law is unsettled, law enforcement should not travel the road of speculation, but rather they should demonstrate respect for the constitutional mandateobtain a warrant. Anything less would require suppression." Katzin, Ibid.

About Hope Lefeber:

In practice since 1979, Lefeber is an experienced and aggressive criminal defense attorney in Philadelphia. As a former Enforcement Attorney for the U.S. Securities & Exchange Commission, Lefeber uses the knowledge she gained while working for the government to best defend her clients facing serious state and federal charges related to drug offenses and white collar crime, including business and corporate fraud, mail and wire fraud, money laundering, financial and securities fraud, and tax fraud. A member of the invitation-only National Trial Lawyers Top 100, Lefeber has been recognized by Thomson Reuters as a 2014 Super Lawyer. She has represented high-profile clients, published numerous articles, lectured on federal criminal law issues, taught Continuing Legal Education classes to other Philadelphia criminal defense attorneys and has been quoted by various media outlets, from TV news to print publications.

Learn more at http://www.hopelefeber.com/

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Third Circuit Allows Evidence from Warrantless GPS Device

October 23rd, 2014

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