"I HEARD ABOUT YOU"
"I HEARD ABOUT YOU"
Leveraging the Power of Referral
1.5hrs – 2hrs
In sales there are basically 2 groups of people you get to call on. People you KNOW and People you DON’T KNOW. It’s possible to be successful calling on people you don’t know with good strategies and talk paths but calling on people you know or have been introduced to you by someone else has always been the Holy Grail of superior sales production. In this course, Greg will outline the all the critical components to getting more referrals and will move that theory into practice by showing you exactly what to say to garner many more of them.
I. The Business Case for Referrals
Referrals by the numbers
The opportunity that provides to you and your business
Why most people don’t ask for referrals
Cold Calls are your punishment
II. The Primary Prerequisite to Getting ANY Referral
The Client Experience and the Likert Scale
Earning the right to ask
III. Stop calling them Referrals
The Million Dollar Round Table Guy
What he said that shocked a room full of salespeople
If not referrals, what should we call them?
IV. Creating a System
Accountability through Expectations
How and when to ask
The Recommendations GPS (Practice and Role Play)
Having a follow-up plan
LCD Projector and Screen
If group size is larger than 50, a sound system with a wireless lapel microphone is requested
Because Greg‘s presentations are built in MAC’s Keynote software that that uses fonts and features that are not native to PowerPoint, and because he is often customizing and tweaking his presentation up to the last minute, he’ll be running his presentation directly from his MAC Notebook (he’ll bring the requisite adapters for the projector with him)
Any presentation up to 2 hrs in length (per day*): $5000
Each additional 2 hour block of presentation time on the same calendar day: $3500
Outside of Continental US
Any presentation up to 2 hrs in length (per day*): $7500
Each additional 2 hour block of presentation time on the same calendar day: $5250
In addition to the speaking fee, the client is responsible for all travel related expenses including roundtrip airfare, lodging, meals, ground transportation, etc. (for international air travel, business class accommodations are requested).
A signed Program Confirmation is required to secure and confirm the speaking date(s). Fees plus any applicable expenses are to be paid by corporate/cashier’s check, Visa, MasterCard, American Express, Discover card, or electronic wire transfer by the day of the event.
If the engagement is cancelled by the client, and is not resold, any travel related expenses incurred by Renaissance Unlimited, Inc are to be reimbursed and the following schedule percentage of the fee will be in effect from the time written notification is received:
30 days or less prior to scheduled engagement: 100%
31-60 days prior to scheduled engagement: 50%
61-120 days prior to scheduled engagement: 25%
*Note: Fees are per location, per day, and are subject to change. Please call us to confirm that these fees are current.