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Never Prospect Again ! Get your clients to come to you rather than the other way around

Hate the traditional way of finding new business? Learn a better approach to attracting customers and making referral generation the driving force in the growth of your company. Discover the HERO Model and principles for success.

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Never Prospect Again ! Get your clients to come to you rather than the other way around

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  1. Never Prospect Again !Get your clients to come to you rather than the other way around Everybody has to get customers but most dislike how they have to go about getting them Hate the hunt for new business and realize customers hate it too! A better way to do business

  2. The Creative’s Challenge #1 reason for failure • Run out of money • Not the idea but inability to attract enough customers • SMB Creative’s challenge • To say you are “in” business, must be able to “stay” in business • Must get new customers • Get it but, don’t like activities associated with “getting new business”

  3. My Slow Epiphany - There is a Better Way • The HERO Model • Principles and Practices • Best selling is no selling • Best return on time invested – get R, not I • Hassle to profit ratio • Make referral generation the driving force in the growth of your company

  4. Everyone Loves Referrals Most people know about referrals – • Like them, • Want more of them • Love to get all their customers by referral But • Few have any model, plan, strategy or method to get them, let alone, get all their prospects by referral • No tracking or measurement Here’s what’s odd… • 83% of satisfied customers say they would give them, but only 29% do • When asked why not…they said… • What about you? What keeps you from having all your prospects come to you by referral?

  5. Why you want referrals • May never need to prospect • Never worry about getting liked, followed or connected • May eliminate your marketing budget • Enter the process further along • Access competitors do not get • Buyers predisposed to trust you • More receptive to discovery? • Overall process is shorter • Higher win rate • More profitable clients • Less negotiation • Less need for selling Referred buyers tend to buy faster, stay longer, spend more, refer more

  6. Most people say word of mouth – not the only way to get referred Really a perception – how your friends, associates, clients, people that know you – see you and your capabilities Your refer-ability is a measure of the likelihood that someone believes in you to the degree they are willing to introduce, endorse, recommend or otherwise refer you to people they know An introduction, endorsement, recommendation or referral given by someone that knows you, believes in you and your ability to deliver value to someone they know. Means to your end goal of obtaining a new customer – must convert – have to connect before you have a chance to convert What does it mean to get referred?

  7. If you want referrals, have to be refer-able • Perception have of you that makes them want to tell others about you • Function of being good at what you do and • Providing an experience people want to tell others about • Build a company you can be proud of and that people want to refer • How do you know you are refer-able?

  8. Can’t get to referral heaven on good works alone • No guarantee • A satisfied customer will refer you • Referral will contact you • Referral will accept your call • They will become your customer • Have to become proactive – take charge of your own referral generation effort • Develop your “ask” strategy but use only after you serve them • Tell everyone

  9. Referral Success is Progressive • Must be refer-able • Get referred – give referrals • Get more referrals • Get better referrals • Get better sources for referrals • Get better with the referrals you get • Keep getting referrals for the life of your business

  10. First Things First Make the decision Make it a goal Embrace continuous improvement Create your plan Implement your strategy Make referral generation the driving force in your co

  11. Start Referral Relationships • Network of help • Network on purpose • Two favors first • Clarity • What do you do • What do they do • Who is your customer • Cues someone is a good fit • What you want said about you • How do you work • Can you trust this person? • Elite partnerships • Winning referral habits

  12. Best Time to Build a Referral Relationship? • What did you take away from this session? • What can you do to increase your refer-ability? • What are you going to do different / do differently? • Who can you refer? • Who can refer you? • What’s your first step?

  13. Our Offer Contact me and get on the list www.pembertoncompanies.com djp@pembertoncompanies.com 303-773-6997 First ten callers – complementary analysis – coaching session First ten callers – get free copy Order one copy for yourself – get one free for someone you care about – December release

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