Sales Concepts and Apps

Module 8Referrals and Networking

• “Everyone is connected"

• Currency today is not money; it's community.

• Build your personal brand and share it.

• Engaging people with superb content that

will compel them to keep coming back.

• To shape your online presence, search for blogs and websites that interest you and join their communities.

Six Pixels of Separation

• Post great material online .

• Your goal is to create your own niche community

• Build their trust .

• Online, "traffic does not equal community." The

quality of your connections counts more than the

quantity.

• Don't forget about mobile devices.

Six Pixels of Separation

How to Become an Online Brand

• Readers.

• News Alerts

• Social Search Engines

• Search Engines.

• Google Trends and Facebook Advertising.

Six Pixels of Separation

Know Your Channels

• Blogs

• Microblog

• Podcast

• Sharing Site

• User – generated content

• Wiki

• Widget

Six Pixels of Separation

Establish Your Online Community

• Text • Images• Audio• Video

To earn trust:

1. Be consistent

2. Add value to the conversation

3. Respond quickly and honestly

4. Speak like human being, not a press release.

Six Pixels of Separation

Imagine the Possibilities

Six Pixels of Separation

Endless Referrals

• Every person has a "sphere of influence" of 250 people.

• "All things being equal, people will do business with, and refer business to, those people they know, like, and trust."

• When you network, make sure the other person enjoys the conversation.

• Ask "feel-good" questions to encourage people to talk about themselves.

• Inquire, "How can I know if someone I'm speaking to is a good prospect for you?“

• Prospecting is a numbers game; it takes so many calls to get so many appointments.

• Not asking for a referral is like "leaving money on the table."

• Testimonials, or third-party endorsements, carry more weight than self-promotion

Endless Referrals

Keep your sales practice healthy by building

an "endless" list of referrals.

The "Endless Referrals System" is founded on

one main principle: "All things being equal,

people will do business with, and refer

business to those people they know, like and

trust"

Endless Referrals

Network anywhere and everywhere.

Networking is about initiating a conversation

with someone, and making sure he or she

enjoys the experience.

Ask lots of questions and allow the other

person to do most of the talking.

Endless Referrals

Stranger in the room.

Duly noted.

Give in order to get.

I’ll help you help me.

Endless Referrals

Prospecting versus Networking

Getting an Appointment.

Net-Working.

The “Go-to” Guy.

Endless Referrals

You have to ask.

Testimonials.

Attraction Marketing.

Endless Referrals

• Cold calling Cold calling is dead. Do-not-call lists

have killed it.

• Build your business on the basis of referrals.

• Wow your clients so they will want to refer you to

others.

• Ask for referrals — but plant the seeds well in

advance, and earn before you ask.

• Customers who complain should be your favorite

customers. They tell you what's wrong and give you

a chance to fix it.

Get More Referrals Now

• Make it easy for clients to refer you to others.

• Don't think like a salesman; think like a partner.

• Your objective is not to sell products but to solve problems.

• Relationship is all, everything, the whole ball of wax.

• Always say 'thank you' and always keep your word.

Get More Referrals Now

The Bedrock.

Get More Referrals Now

The Bane of the Do-Not-Call List.

Four Corner Stones of Building Referrals

1. "Exceed your customers' expectations“

2. "Form referral alliances“

3. "Prospect for referrals”

4. "Target niche markets“

Get More Referrals Now

Relationship is All

Developing a Referral Mindset

• People Refer It

• Think Long Term

• Solve Problems

• Be Systematic

• Keep Your Eyes Open

Get More Referrals Now

Demonstrating A Service Attitude

• Call them regularly • Keep providing service

• Nurture your vendors • Be informative

• Complement your clients

• Provide extra assistance

Get More Referrals Now

Why Client Complaints are Good

• Apologise • Its not personal

• Do not dispute • Offer help

• Find the facts • Fix the problem

• Follow up

Get More Referrals Now

Sowing the Seeds of Referrals

Ask for referrals when:

• The prospect decides to work with you .

• When you deliver what the client has paid for or has ordered.

• When you provide follow-up service or call to see that everything is all right.

• At any time during the life of a good relationship.

Get More Referrals Now

Networking

• Look people in the eye

• Be careful about interruptions

• Work with a friend

• Introduce yourself to the speaker

• Follow up!

Get More Referrals Now

People Non Bingo

Referral and Networking Exercise and Debrief

Classroom Exercise