Article contributed by Geoff Kirkwood.
Instructions: This is a 2-3 minute activity that involves those at the meeting. You will need to read it through beforehand and be prepared.
What you say out loud to the group is in bold.
Purpose: To highlight members on their purpose.
Requirements: – 0.
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Start by saying..…
This morning we are again focussing on your 60-seconds!
So let me ask you a question?
Do the other members really know who to look and listen for?
To make sure that they do, let’s look at one aspect of what you say each week.
And let’s use a chiropractor as an example.
For me to know how to find a referral for a chiropractor I need to know two things….
1. What will I hear potential referrals say, and
2. What will I see potential referrals do
So, if I hear someone complaining about a sore back, stiff neck or inability to sleep…. then that person is a referral opportunity.
If I see someone obviously in pain, rubbing and stretching their neck, back or shoulders… then that person is a referral opportunity.
Whilst it is important to know what a chiropractor does, it is more important to know what his or her clients will be saying or doing.
So next week when you do your 60-seconds tell your sales team what they need to listen for and look for to find a referral for you.
After all, you are the expert on your business and you will know how to find referrals for you. All you need to do is tell your team.
………from The Referral Master ®
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For the DVD version click here!
