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Before we proceed to our “Jump Start” exercise, we’re going to look at the numbers and possibilities from your utilizing this system.
Let’s say you average 3 presentations per week. And let’s say you set a goal to get at LEAST five referrals from each prospect and client (not counting any other sources).
If you’re successful in getting five referrals from each of your three presentations this week, by the end of the week, you’re going to have 15 Referrals! Even if you only manage to get three referrals from each prospect, you’re still going to end up with NINE referrals.
Now if your business is anything like ours or most sales companies, you’re going to quickly find that you should be able to at least double your current numbers. If before you had to demo 10 people to set 2 appointments, with referrals, you should be able to cut the ten to 5 (to have a 2 out of 5 appointment result). With our company, it’s more like one to one. That means that we can USUALLY set an appointment with EVERY qualified referral!
So back to our example. Let’s say you go into next week with 10 referrals. You should be able to set at least four appointments from these ten referrals. Even if you don’t set any other appointments, guess what- you now have FOUR warm appointments that you should be able to get 12 to 15 more referrals from (IF you’re disciplined enough to go for it!) Your 12 to 15 appointments will more than likely result in 6 to 8 appointments, which will in turn give you 20 to 30 more referrals!
You’re going to find that within a few weeks, by ALWAYS getting at least three to five referrals from each prospect or client, you’re NEVER going to have to
cold-call again!!! YEAH!
AND, we didn’t even talk about calling on current or past customers for referrals, secretaries, family, etc! That’s coming next in a really neat exercise to get you started on your path to saying goodbye to cold-calling FOREVER!
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