Article contributed by Geoff Kirkwood.
This is a workshop.
What you say is in bold.
Instructions just for you are in normal text.
While listening to the infomercials this morning I noticed that many did not make it crystal clear on how we can find referrals for them. So over the next three weeks we will examine an infomercial in 3 parts.
This morning lets look at the first 15 seconds. It should contain the following:-
• name and company name
• office location and house of business
• where you can do business
The last one is where many people fall down by not telling us the geographical area in which they operate. Some members will only want referrals in their immediate area whereas others can service referrals anywhere in the country and some even class the world as their market.
The challenge in not telling your sales team your preferred area is that some members will automatically exclude some areas rather than embarrass themselves by offering a referral you can’t service.Turn to the person next to you and CLEARLY outline in one sentence what area in which you do business.
After 30 seconds say to the chapter….Next week we will look at what you say n the middle and I expect to hear lots of specific statements on your market area.
The Referral Master®
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While listening to the infomercials this morning I noticed that many did not make it crystal clear on how we can find referrals for them. So over the next three weeks we will examine an infomercial in 3 parts.
This morning lets look at the first 15 seconds.
It should contain the following:-
• name and company name
• office location and house of business
• where you can do business
The last one is where many people fall down by not telling us the geographical area in which they operate. Some members will only want referrals in their immediate area whereas others can service referrals anywhere in the country and some even class the world as their market.
The challenge in not telling your sales team your preferred area is that some members will automatically exclude some areas rather than embarrass themselves by offering a referral you can’t service.
Turn to the person next to you and CLEARLY outline in one sentence what area in which you do business.
After 30 seconds say to the chapter….
Next week we will look at what you say n the middle and I expect to hear lots of specific statements on your market area.
