When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer, this person is using which prospecting method?

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Question: When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer, this person is using which prospecting method?

Option 1: referral. The scenario describes leveraging a current customer or contact to introduce the salesperson to a new potential customer, which is the essence of a referral-based approach; it relies on third-party credibility to initiate a conversation with a prospect.

Option 2: mail inquiry. This method typically involves sending information or inquiries to prospects via mail to generate a response, rather than asking a customer to craft a personal introduction letter for another prospect.

Option 3: warm canvassing. Warm canvassing involves approaching prospects with some prior relationship or awareness, often through introductions or warm leads, but the specific act of having a customer prepare a letter of introduction points more directly to referrals rather than general warm outreach.

Option 4: networking. Networking centers on building broad professional relationships to access opportunities, not specifically the act of soliciting a letter of introduction from a customer to hand to a potential client, though networking can facilitate introductions.

In this context, the distinctive mechanism is leveraging a connection provided by an existing contact to introduce the salesperson to a new prospect, which aligns with the referral approach by using an intermediary to vouch for the salesperson.

When a salesperson asks a customer to prepare a note or letter of introduction that can be delivered to the potential customer, this person is using which prospecting method?

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