By Bill Cates, William R. Cates
Get extra Referrals Now! information the main entire approach on hand to construct your enterprise via referrals. This superior model incorporates a new bankruptcy at the Do-Not-Call laws in addition to the four cornerstones of a referral-based company: improve Your Referability community Strategically Prospect for Referrals objective particular area of interest Markets
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Extra resources for Get More Referrals Now!: The Four Cornerstones That Turn Business Relationships Into Gold
Sample text
No! How would someone prefer to be introduced to you and your business? Through a personal introduction, a recommendation, or a referral. I’m not saying that cold calling shouldn’t be a part of your tool kit. You should always be willing to get on the phone and call a good lead. If you’re new in business, you probably need to generate activity just about any way you can. The goal, however, is to move away from cold calling as soon as possible. I’m also not saying that seminar selling can’t be a big part of your tool kit.
This exceeded my expectations. I was a happy wolf. Now I shop there most often, even going out of my way on occasion to do so. As another illustration of superior service, let me introduce you to Margaret. Margaret is a financial advisor with American Express Financial Advisors. Margaret truly has an attitude of service. EXCEED YOUR CLIENTS’ EXPECTATIONS 35 Whenever she refers a client to another professional, such as an accountant or attorney, she accompanies the client to the first meeting. Her attitude of service has paid off; Margaret is a top producer.
Due to do-not-call registries, caller ID, and electronic screening, cold calling has been rendered almost completely ineffective. • Clients reduce their risk of making a bad decision when they “buy” from referrals. • A voice-mail message to a new prospect is most likely to be returned if it comes from a referral. • A claim by a third party carries much more credibility than if you were to make the claim yourself. • Prospects obtained through referrals give you fewer objections because they trust you more.