Referral Networking Business Development script for 2012.
(page 35)
Getting referrals by networking with other professionals is the best way to build your business.
Networking for referrals is the hottest topic in the world of business development.
Having a tool to help you when prospecting someone you don't know for building your business by networking has become one of the most sought-after elements of the business world him.
Referral business is by far the "MOST COST EFFECTIVE METHOD" of business development and lead generation.
All you have to do to the get referral business is to:
1. join a networking group or establish one for developing referral business on a long-term basis.
2. establish a relationship with other professionals in your area and simply ask them to think of you when
they come across a person who is an ideal candidate to buy your product or service.
3. make it easy for another professional to send you a their referral by keeping your name and professional
profile in front of them. It may take time but the results are well worth it.
4. have a well thought out plan and an agreement, done in advance, for referral fees and commissions to be
paid for sending the referral. That alone will guarantee that they will keep sending you referrals.
"The most important question of all is what are you going to say to another
professional when you approach them."
Getting referral business depends on having the right things to say to someone who will send you a referral. At that point, having the right words to say is critical when prospecting the professionals who are in a position to send you to a referral.
"Smooth-talker Sales, Prospecting and Business Development Scripts has done something about it."
Like all prospecting situations, it is the fear of rejection and the fear that you will not have the right things to say that prevents most salespeople, professionals, and business owners from making prospecting telephone calls.
It's taken many years of development and research but we have come up with a script to address the prospecting of professionals for the purposes of getting referral business and joining a networking group.
It was an extremely difficult to write because it not like prospecting to sell a product or service. The usual dialogue didn't apply.
Approaching a person you have never met is difficult enough, and asking them for future business referrals isn't their first priority. Unless you have good reasons for them to send you business, you are just like any other salesperson who calls.
"No one in the business world has yet to come up with a comprehensive script designed to
convince and persuade a professional to send you a referral."
There are many reasons why a referral customer and client is the most valuable you can get. For example ...
1. They come you come highly recommended and the customer perceives you to be qualified to handle
their business.
2. You have no competition when you get a referral client because no one knows about them and no one
can contact them.
3. The referral client is generally prequalified by the person who guides them to you. You know they are
serious because they have talked to someone about their willingness to buy a product or service.