Skill + Do
Your friends have friends who you don’t know, and this represents the best part of referral prospecting. Why wouldn’t you want to make a new business friend who is already tight with your BFF?
Now that you’re climbing out of your skin with excitement about prospecting, remember two things about leveraging your network:
1. Lead with a reciprocal offer of help – your friends will be more open to helping you if you gesture to help them.
2. Be prepared to guide your friend with specifics. Write a script they can send to their friend; they can edit it according to taste, but you’ll make it easier for them to help you.
Enlisting your friends to help you is another form of inside sales – you need to get your friends excited about your offering so they can feel engaged in connecting you to a new prospect. After briefly describing your value prop and reasons to reach their friend, your friend is more apt to steer you in the right direction. Sometimes, you might hear, "Oh, now that I know what you guys really do, you need to talk to Bob, not Cindy…."
Good. That’s how it works. Work it.
And, of course, you are offering your network and intro abilities back to your BFF as a reciprocal favor.
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Tomorrow - December 6
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Open your eyes on "Closed-Losts"
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Today - December 5
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SAVE your end-of-year commish
Read MorePlaying for extra cash every 90 days is a golden opportunity to create freedom both today and tomorrow. Tithe at least ten percent of each commission check.
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December 4
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Time mgmt: slow down December
Read MoreRegular and consistent focus on priorities and decision-making removes the sting of disappointment you might feel when appraising your time management skills.
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December 3
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Your REALLY fun holiday party (??)
Read MoreWhere else are ya gonna wear your bad holiday sweater that Aunt Alice bought you last year? Proudly wear it at your office holiday party in her honor…make Alice’s year!
"91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals." Dale Carnegie
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