What does the endless-chain method focus on in prospecting?

The endless-chain method primarily focuses on generating leads through existing clients. This approach emphasizes the importance of leveraging satisfied customers as a source of new prospects. When sales professionals successfully satisfy a customer's needs, they can encourage that customer to refer others, thus creating a continuous chain of potential leads. This method capitalizes on the trust and relationship established with existing clients, making it more likely that referred individuals will be receptive to the salesperson’s outreach.

By engaging current clients and asking for referrals, the salesperson not only strengthens the customer relationship but also expands their network organically. This strategy is effective because referrals often come with inherent trust, as the new prospects tend to view the salesperson more favorably due to the recommendation from someone they know. Therefore, the endless-chain method focuses on utilizing the client base to perpetuate new business opportunities.