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  • Category Archives Referrals
  • How To Get 200 Referrals

    Guest Post By: Kitty Barrow

    How exciting that you are starting your new sales career! Are you ready to have amazing results as fast as possible? GREAT!

    Stop right now and list out 100 people who you know…

    WAIT A MINUTE!!!

    Are you like most new sales people in that you have already been trying to sell to most of the people you know when you were at other companies and/or you are worried that by calling your personal contacts that if you try to sell to them, that they may start to avoid you? If so, then you are very NORMAL!

    Would you like to learn how to make sure this will never happen to YOU?

    –> Click here to continue reading.


  • The LinkedIn Referral Technique

    Guest Post By: Dustin Hillis

    Using LinkedIn to Gain Referrals
    Using LinkedIn to Gain Referrals

    Where do you rank in your level of expertise at asking for, expecting and getting referrals?

    Are you an expert?  Are you honestly getting five referrals every time you meet with somebody?

    Are you a novice?  Do you rarely get referrals?  Is your idea of getting referrals that you do a good job and impress people and ask them to pass your name?  (Or perhaps you’re a really bold novice and you give them a couple extra business cards and ask them to hand them out!)

    If you practice those strategies, you need to realize that you’re doing what amateurs do.  We want to be pros!  We want to be the best!  If you want to be the best, you have to ask for, expect and get referrals on the spot.

    When you’re meeting with people–especially your biggest fans, your customers, the people who like you and know you’re doing a good job–there’s no reason why you shouldn’t get referrals.

    –> Click here to continue reading…

     


  • Featured ImageLinkedIn Cheat Sheet

    We really liked this straightforward infographic outlining the power of LinkedIn for business networking and marketing.  Unlike Facebook or Twitter, LinkedIn was originally created for business – incorporating the powerful elements of social media with traditional business tools.  If you are not currently using LinkedIn, this outline created by Mindflash.com has some great information for both the novice and veteran.


  • Getting Your Prospect’s Attention Over the Phone

    Considering your focus is an outbound call with the intent to schedule an appointment, the scripting I am suggesting would be used whether the call was answered live or if you leave a voicemail. It would be the same opening statement. The call objective is to schedule an appointment.

    The first thing you want to do is create a “headline” opening statement. You want to create something that is catchy and grabs the attention through proposing benefit to the prospect.

    Three major components of your effective opening monologue:

    1. Pleasantry

    Capture their attention with their full name.

    Use a pleasantry different from, “How are you, today?”

    Don’t use your company name in the opening statement?

    2. Benefit focused statement

    Who is your “Decision Maker” and why should they choose to do business with you?

    Think and speak “Benefits”!

    – Specific

                – Measurable

                – Time Phased

    – Results-oriented

    Hit the “bull’s eye” to get the interest of the caller. The ultimate objective is to get the person to listen to you by connecting at the highest level. The key is to get closer to the bulls eye which is referral specific.

                –  Generalized

                – “Companies in your city…”

                 – “Other groups in your industry…”

                   – Referral Specific

    – “ABC Insurance has increased sales activity and suggested I contact you…”

     – “Mary James was able to improve first time closing ratio by 23% through our unique method…”

    3. Transitional Question

    Require a minor “yes” decision to help move the dialogue forward.

    Deliver further benefits, and then end with a question that asks for an appointment.

    Use the take away technique.

     

    Review of the Outline of Your Effective Opening Statement:

    Step One: Use their full name

    Step Two: Pleasantry. Don’t ask “How are you today” because it telegraphs you are a salesperson. Simply say “Thanks for taking my call”, pause for a brief second and move on. Do not ask if you have caught them at a good time, because there never s a good time. If you have caught them at a bad time, they can tell you.

    Step Three: Bridge (links communication to become conversational)     

    “Last week…”

    “Recently…”

    Step Four: Benefit focused Statement

    Step Five: Transitional Question

    Here is an example of how this may work for either the initial call or the voicemail message:

    Voicemail

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. I am sure that is something that frustrates you as well. We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30% with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. Please call me at 800-486-7586 and we can take a quick look. My name again is_____________800-486-7586

     Opening statement on initial call

    “Hi, my name is _________from Scottsdale, Arizona. Thanks for taking my call. I trust I have not caught you at a bad time (slight pause) the purpose of my call and I will be brief, I have been talking to a number of sales managers in your area and they seem to be challenged with getting their sales people to do all the necessary activity to meet their sales goals. Is that something that frustrates you as well? We have a unique solution; I am not sure if it would work for you, but if we can invest a few seconds I am sure you could tell if it would work. Recently Joe Smith of ABC Insurance was able to increase sales activity by nearly 30%with our solution within 30 days of implementing it. I can not really tell you right, or show you wrong. How many sales people do you have on your team?

     Ron Marks