Post on 21-May-2015
description
Rich 115 via flickr
Lora UllerichDigital Media Specialist
Lora.Ullerich@coleinformation.com
Reuven ShuvalInvestment Professional and Author
rsshuval@comcast.nethttp://eightreferrals.com/main_page.html
Session Framework
3
• Cole Information• Published in 1947• Blue Book• Criss-cross directory of addresses
and phone numbers
• Invaluable information for: • Telemarketing• Debt collection• Law enforcement
• Today, web-based lead generation for smallbusiness.
Then & Now
WIG*• WILDLY IMPORTANT GOAL• A GOAL YOU MUST ACHIEVE WITH TOTAL
EXCELLENCE BEYOND THE CIRCLING PRIORITIES OF YOUR DAY TO DAY
• THE STRATEGY SOUNDS DECEPTIVELY SIMPLE, BUT TAKES SUSTAINED WORK TO IMPLEMENT
*From the book “the 4 Disciplines of Execution”
For Skeptics Only…• You have just read the book’s title and you are
wondering, could it really be possible and doable?• The answer is absolutely YES. But it absolutely will not
work if you follow acceptable and traditional ways of getting referrals.
• It will only work if you follow the steps, the dialogues, and the rationale outlined.
Multiply Your Income
Implement the strategy fully provides you an amazing referral machine and also a great business.
Bottom line: referrals are too important to be left to chance. Have a simple strategy that works in getting eight or more referrals.
Multiply Your Income
Where’s the beef?
Wheres the Beef.mp4 Wendys Wheres The Beef Commercial 1984.mp4
Multiply Your Income
Where is the beef?”
What other referral systems are missing is a proven, simple and workable referral
strategy that is also quantifiable.
Multiply Your Income
Referrals Are The Holy Grail Of MarketingNothing Beats It!
•Referrals cost you nothing to acquire.•Your sales will often be larger and easier.•Price will be less of an issue.•Your whole sales process will move faster and smoother.•You will stop getting a few referrals based on luck or hit- and- miss requests.
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•Have an easy workable system to get referrals continuously.•Substantially lower your fear of asking for referrals. (You might even start enjoying it).•Have peace of mind of knowing you have a steady flow of new prospect and clients or customers.•Build and expand your business much faster.
Multiply Your Income
Paradigm ShiftEvery break-through is first a break with tradition, with
old ways of thinking, with old paradigms.
•A different understanding of what is your main goal or objective.•You can get eight or more referrals NOW!•Eliminate the idea that in order to get referrals you have to build long term trust.•Referral gathering is a random process. No need to qualify the referrals.
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Psychological Barriers
•Fear-Feel it and do it anyway•Asking –The secret to success•Rejection-Is really a myth•Transcending Your Limiting Beliefs•Believing In Yourself-Choice
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The Initial Positioning•Happens in the first meeting.•Compensation dialogue that you must have when you first meet with the prospect.•Your goal is to provide exceptional long term service, helping others, financial independence.•To achieve this, your business has to grow.•No better way to grow your business than referrals.
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The Referral conversation• These dialogs are a must if you want to get the referral results you deserve.• It should start immediately after you made the sale or didn't make it.•After making the sale it’s a tremendous mental challenge to continue the conversation-do it!• NOW that your moment of truth has arrived. You must muster all the courage you have.•You have to believe in yourself that you can do it. •Clients/customers want to help you. They just don’t know what to do or how to do it.
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Referral Conversation: 1•Show Client/customer The Green Referral Sheet. Agree-Many Names!•Remind Them How You Get Compensated. Emphasize Referrals.•Explain Why Eight Referrals Or More-One To Three Referrals Will Not Do It.• Their Thinking: “ I Need to Give Him Eight Referrals Or More Or None.”
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Referral Conversation: 2•Eight Referrals Will make X Sales•Ask: “From The Eight Referrals Who Will End Up Doing Business?”•You Do Not Care Which Eight Referrals, Random Process, Numbers Game.•Their Thinking Now ,"Yes I Have Eight Referrals Stored in My Phone. Wow That’s Easy!”
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Referral Conversation: 3•Who Contacts The Referral First?-You!
•You Are The Expert-The Professional.
•Only You can answer Specific Questions/Concerns.
•Communicating Better About Your Business At This
Crucial Moment Will give You A Better Chance To Secure
More Appointment.
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Referral Conversation: 4•Action Time! •The Transition To The Request Must Be Very Natural (Like it’s No Big Deal).• Remind Them The Electronic Marvel They Have.• Remind Them Again That You Do Not Care Whose Names They Write Down.•Hand Them A Pen. Do Not Say A Word Until They Write The First Referral.•After Three Referral, Ask Jokingly How Many Names Are Stored In The Phone?•If It Is A Large Number Ask For More Than Eight Referrals.
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Referral Conversation: 5
“Within you right now is the power to do thing you never dreamed
possible” Maxwell Maltz
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Multiply Your Income
Why should you get my referral
•You shouldn’t if growing your business and helping others is not a serious priority for you. •http://eightreferrals.com/main_page.html
Multiply Your Income