|
Now that you know WHERE to get referrals, and HOW to get referrals, let’s discuss exactly HOW you use these referrals to EASILY get appointments and to close new deals!
Setting The Appointment
Your first step is to call to set an appointment. You should now be armed with two GREAT names to use: 1) the person’s who gave you the referral, and 2) the person you’re getting ready to call! But don’t stop there! Make sure you use your territory book to organize at least a few more names that will more than likely make sense to your prospect you’re getting ready to call. Also try to know the secretary’s name of the person you’re calling (get it from the person who gave you the referral) and make sure you know how to pronounce everyone’s name! (this is called Profile information in our other sales courses!)
Now let’s make the call. Have your names and information ready. When the secretary answers, WITH CONFIDENCE, go ahead and ask for the person by FIRST NAME ONLY.
Secretary: “AAA Company”
YOU: “Hi. Can I talk to Bob”
Secretary: “One moment please”
You’re going to find that with confidence, a sense of urgency, you’ll GET RIGHT BY THE GATEKEEPER!
If you get any flack from the secretary, proceed as follows:
Secretary: “Can I tell him who’s calling?”
YOU: “Is this Betty? I work with Jenny over at WWW Company. Tell Bob that Mike asked me to call him”
This should be enough for you to get right through!
On to the Decision-Maker:
YOU: “Is this Bob?”
Bob: “Yep, who’s this?”
YOU: “This is Chris over at SSS Company. Did Mike Jensen mention I’d be giving you a call?”
Bob: (you now have his interest!) “No, I don’t think so.”
YOU: “Well, I work with Todd Stevens at GGG Company, Terry Smart at RRR Company, and I was talking to Mike and he thought I should give you a call about the (insert product) he’s picking up from me.
Bob: “Oh- o.k.”
YOU: “I’m going to be in the area on Tuesday and thought I’d drop a card by. Are you guys looking for a (insert product)?
Bob: “Well, I’d be interested in seeing what Mike and Terry are doing.”
YOU: Proceed to qualify or SET THE APPOINTMENT!
If Bob’s not a good candidate right now, go ahead and ask him for a few referrals!
|
