Month: May 2017
THE CHALLENGE – We know that introductions are better than referrals. But to get introduced, we need the cooperation of the referral source.
A SIMPLE SOLUTION – I was delivering one of my Exponential Growth programs to a firm with 25 reps. When we starting discussing ways of turning a client’s willingness to refer into one or more solid introductions, one of the veteran reps told us what he did.
The Reggie Bump
I’ve affectionately nicknamed this method after the rep who told me about this. You’ll get the “bump” part in a minute…
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When you’re on the phone with a prospective client – do you wing it? Do you play it by ear? Or do you have a specific process you know usually works if you follow it?
The 4 bases you want to touch to help you score more high-level clients are:
1. Create Engagement with the Prospect
2. Discover & Quantify Their Gap
3. Provide Value Quickly
4. Tell Your Prospect You Think You’re a Great Fit and Why
Make sure you click the link to this blog post where I go deeper with each of these strategies.
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For this moment in time, I’m going to assume you are highly referable. I mean, you are getting referrals and introductions without asking for them – from prospects, clients, and centers of influence – right?
Your referability (or lack thereof) will make or break your ability to get referrals and turn them into introductions.
Since you don’t want to ask too soon or ask too often, how else can you be appropriately proactive? By promoting referrals.
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Your prospects think you are there to sell them something.
Even if you are 100 percent committed to doing what’s in their best interest – which could mean you not winning the business – they still think your motive is to get them to do business with you.
So how do you shift this dynamic?
I have two totally different approaches for you to consider. Both can work. And, yes, it’s possible to blend the two. (I’ll show you how.)
And check out the video associated with this blog for some concrete ways professionals put these strategies into action.
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