Slide deck from the Keys To Referability webinar held on August, 29, 2014. Please be sure to also download the worksheets!!! If you need anything else do not hesitate to send a note: [email protected] -- and sign up for my blog: blog.johnspence.com
Citation preview
1. The Keys to Referability Welcome to thewebinar. We willbegin
at 3 PM EST. Be sure to have anotepad out youare going to take alot
of notes!!
2. Quick poll 2 questions I am recording this webinar and will
send itto all of you. I have created 4 worksheets that you will
beable to download and the slide deck frommy SlideShare
site:www.slideshare.net/johnspence If you need anything else my
email addressis: [email protected] 3. Simple but NOT Easy!!!!And
the first step is the hardest 4. You and yourbusinessMUST
beRemarkable 5. YOU haveto BEtalent! 6. Tom Peters Top level
consultant Crazy level of research Work for Fortune 500 firms Work
with top CEOs International work Important awards Speak at BIG
events8 NYT best selling booksWork for White House 7. What would
you have to do in order to have youand/or your business considered
among thebest in the world at what you do?WS 8. Top Talent 9.
Effective Strategy =Valued Differentiation x Disciplined Execution
10. Before you can expect ANY referralsTowering competenceTeam of
top talentQuality productsGreat serviceReasonable priceUnique and
valuableDeliver on your USPBe truly remarkable! 11. Build it into
the agreement 12. If I exceed yourexpectations, in additionto my
fee I am going toask you to send aminimum of 20 strong,personal
referrals toanyone you feel wouldfind great value in thesort of
work I do. 13. Thank You!!!!! 14. It is absolutely MY pleasure, I
am extremelyglad you are pleased You know, in 20 yearsof doing this
I have found that 99.9% of myNEW clients come from happy current
clientstelling their friends and colleagues about myprograms. So
the very best possible way tothank me would be if you could send a
strongpersonal note of referral to anyone you feelmight also
benefit from the sort of work I do. 15. Thank you!!! Well, dont
keep me a secret! I hope youll tell lots of people. My pleasure and
it would be great ifyou could help spread my namearound. Well, the
best thank you is a bunch ofreferrals. 16. Tim Sanders: Love Is The
Killer App 17. CultivateHUBS 18. Tim Sanders: Love Is The Killer
App 19. How the Best Get BetterStrategic Coach: Dan Sullivan 20.
Add REAL value through Social Media 21. You MUST have a referral
processIdentifyIdealCustomerReferIdealCustomerFrom John Jantsch:
The Referral EngineWS 22. Buying ProcessEmotion Logic Emotion 23.
Know Referrals Ads Business card Networking Associations Clubs
Community involvement Charity involvement 24. Like Brand Website
Social media Blog Newsletter Office/building Reception / greeting
Appearance 25. Trust Certifications Awards Degrees Client list
Testimonials Guarantee Reputation 26. Try Free Trial Small
investment Beta Test Discounts Special offers Limited time Break up
your offer 27. Buy Special offers Discounts Customization
Appearance Customer service Hours Returns Unique services Terms
Payment options 28. Repeat Buy Special offers Discounts
Customization Unique services Customer service Special Terms
Payment options Loyalty programs VIP programs 29. Referrals 30. Be
great atGIVINGReferrals 31. Referral Network Process I am very
impressed with your business and would like to referyou to some of
my friends and clients. But to make sure I refersuper high-quality
customers to you would you please take afew minutes and fill out
this referral worksheet so I can betterunderstand your business and
who you are targeting. To help you fill it out in detail, I have
attached a copy of the oneI did on my business that will give you
an idea of what I amlooking for on your worksheet.Then take their
sheet and refer as manyquality people as you possibly can!!!!WS 32.
Ideal Client Referral Worksheet1. Describe in detail what your
Ideal Client looks like.2. What are the triggering events that
cause them to buy from you? Whathappens in their world that makes
them need/want to do business withyou?3. What is special / unique /
valuable about the way you solve theirproblems? Why, specifically,
do your customers choose you?4. What sort of thing might I hear
someone say that would help me knowthey need your help?5. What is
the best way for me to introduce them to you?6. What else do I need
to know? WS 33. EARNandASK!!! 34. www.SlideShare.net/JohnSpenceIf
you have any questions at all please do not hesitate to send a
note.My email address is: [email protected] website is:
johnspence.comMy twitter address is: @awesomelysimplePlease connect
with me on LinkedIn and my Like Facebook fan pageAlso, you might
find value in the ideas I share in my blog. You can sign up for it
at:www.blog.johnspence.comYou will receive a link to a brief survey
about this webinar, after you complete thesurvey you will receive a
link to download these slides and all of the worksheets.PS Dont
keep me a secret!!!!!
