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Start / Stop / Continue
The Rainmaker Academy
will equip you with a number of tools.
One way to organize the tools in a constructive manner, is to place a Start/Stop/Continue matrix inside the front cover of
your course book
ObjectivesDescribe the Power of Referral Selling
Allocate Time and Money Appropriately to Referral Selling
Develop Techniques for Generating Referred Leads
Target Specific Individuals for Referral Development
Tell About A Time…
…You received a phone call from someone you did not know and they said to you, Your client, _______, said that you did this and I would like to talk with you about doing it for me."
Why Referrals?
Prospect is Pre-SoldProspect is Pre-QualifiedLess CompetitionLess Fee PressureNo Written ProposalsHigh Closing RatioPerpetuates the Firm
Better Than Expansions
Opens New Doors
Broadens Client Base
New Referral Base
Reduces Risk of Client Loss
Why Clients Don’t Refer…
Focused on Their BusinessDon’t Think About It
You Don’t AskNot Aware of Range of Services
Don’t Think You Want More BusinessThink You’re Overworked
Not Pleased With You
Breakout Session
Firm’s Marketing BudgetAllocation to Referrals
Personal MarketingTime
Money
Allocation to Referrals
Seven Aces
Value of one $15,000 Client x Ten Years = $150,000
If An Ace Brings You One a Year = $1.5 Million total over 10 years
Who Is The Best Source For Referrals
Delighted ClientsAttorneysBankersClient Former EmployeesOther CPAsOthers
Target Profile
Magic Word
We are expanding our business
and I need your help.
Who do you know who....?
Target ProfileVisual Aid
Positions Your Target Lead
Focuses Your Referrer’s Thinking
Is a Sales Call
Leaves a Lasting Impression
How Do We Go About Asking For A Referral?
Direct ApproachDo you know this person?Client’s Customers and Suppliers Indirect ApproachClient's Lawyers and BankersAnnual LetterSeminar Response CardNewsletters
Target Client List
Client’s VendorClient’s CustomersClient’s CompetitorsClient’s FriendsClient’s Other Professional Associates
Enhance Revenue
Do Business With Clients
Encourage Staff to Trade With Clients
Encourage Clients To Trade With Clients
Introduce Two Prospects
Send Potential Prospects
Clients
Attorneys
Bankers
Other CPAs
Insurance Agents, Sureties & Stockbrokers
Real Estate Agents
Hosting A Private Business Reception
Once You Have A Name…What Next?Keep Information
Ask Questions
Ask for Personal Introduction
Thank Your AceKeep Ace InformedReward Your Ace
Referral Process
Name – Address - Phone NumberWhy Would They Be A Good Client?Who Do They Use Now?May I Use Your Name?
Assignment Next 120 Days
Make 14 Personal CallsOn Your Referral Contacts
Take Staff MembersOn Several Live Referral Calls