Thursday, 9 November
Today's Topic
Referral Prospecting

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.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

Read More

June 17

Whadya mean, you're not killing it right now?

Read More

"91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals. Dale Carnegie

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