proactive referrals relationships vs. activity weaknessesstrengthsweaknessesstrengths

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Proactive Referrals Relationships vs. Activity Weaknesses Strengths Weaknesses Strengths

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Page 1: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

Relationships vs. Activity

Weaknesses Strengths Weaknesses Strengths

Page 2: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

Referrals and Relationships

Describe a situation where you leveraged an existing relationship to

create a successful and profitable business outcome.

Page 3: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

The Process

Working with a partner, discuss some of the ways you have used to appropriately collect quality contact

information on a prospective customer. What techniques or approaches work best? List some of your ideas and be prepared to share them with the group.

Page 4: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

The Process

Use the “four conversations” as a framework for a group

discussion on best practices in each area. When have you used each approach to

help proactively “move forward” a relationship or keep a relationship alive by providing

help in one area, even if it wasn’t exactly where you wanted the relationship to start.

Page 5: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

Review of Key Points

1. Relationship Based Referrals are always better business builders than Funneling Cold Leads

2. Referrals built on Relationships build business now and in the future

3. Referral Gathering is based on our Five Relationship Keys

4. Gathering Data is better than Handing Out Cards

Page 6: Proactive Referrals Relationships vs. Activity WeaknessesStrengthsWeaknessesStrengths

Proactive Referrals

Review of Key Points

5.The Four Conversations define the Proactive Referral Process:

a. Are You Happy? (inviting a relationship)

b. Can We Help? (building a relationship)

c. Can We Contact You? (managing a relationship)

d. Were We Helpful? (leveraging and repairing a

relationship)