Wednesday, 8 November
Today's Topic
Asking Clients for Referrals

Skill + Do

Asking clients for intros inside their org doesn’t just help you get quick meetings, it is a fast track to learn how they’re thinking about your offering. It’s a side door qualifying trick.

Asking customers when you’re meeting them for intros must take center stage in your prospecting efforts. It’s a simpler way to build your network versus cold-calling, and it helps you qualify your prospect and learn insights about their current buying state.

First, it’s imperative that you remember to close each customer meeting – whether F2F or video – with the question, "From what we’ve discussed today, do you feel comfortable helping me inside the org?" They’ll likely say "yes" or start talking about potential folks you should meet with. That’s good on both fronts.

But, asking the aforementioned question also offers these tangible benefits:
1. It might lead to a discussion about your prospect’s opinion of your offering.
2. You open the door to learning where decision power is seated in the org by learning who that customer recommends you talk to next.

Once you’ve got a name, inform your client that you will write the intro note for them to send along….make it easy on ’em.

Congrats, you’re off and running and probably just secured the easiest meeting you’ll ever get.

Tomorrow - June 25

Did your competitor have a good Q2?

Today - June 24

"I thought that buyer LOVED me."

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June 22 - 23

Mindfulness/Self-care

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June 21

On this day, Jaws appeared in theaters

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“Many business people end up being relationship rich, and referral poor.” Timothy M. Houston

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