proactive referrals relationships vs. activity weaknessesstrengthsweaknessesstrengths
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Proactive Referrals
Relationships vs. Activity
Weaknesses Strengths Weaknesses Strengths
Proactive Referrals
Referrals and Relationships
Describe a situation where you leveraged an existing relationship to
create a successful and profitable business outcome.
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.
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.
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
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)