Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for...
-
Upload
natalie-flowers -
Category
Documents
-
view
221 -
download
0
Transcript of Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for...
![Page 1: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/1.jpg)
Building a Referral Mindset…
![Page 2: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/2.jpg)
3% leave for convenience 14% leave for miscellaneous
reasons 15% leave because of a problem
with the product, price or delivery 68% leave because of
perceived indifference!
Why Do Clients Leave?
![Page 3: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/3.jpg)
![Page 4: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/4.jpg)
We’ve Withdrawn…
![Page 5: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/5.jpg)
The Key is Trust
• “In a world that is increasingly connected, but also increasingly impersonal, the role of a trusted relationship is ever more critical.”
-Trusted Advisor Associates
![Page 6: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/6.jpg)
Character & Competence
![Page 7: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/7.jpg)
Your missionYour core valuesYour goals Work-life balanceHow you relateReliability
Is Who You Are…Character
![Page 8: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/8.jpg)
Your educationYour training Your experienceSkill setsYour company
CompetenceIs What You Bring…
![Page 9: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/9.jpg)
The Principals of 22 Touch…Focus on a Few Deep Trust RelationshipsUse a System & Implement It Rigorously EverydayBuild the New Habits for SuccessGive & Give… then Teach How to Give BackAsk for the Referrals and Receive
![Page 10: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/10.jpg)
![Page 11: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/11.jpg)
Referrals
Goal: Create a Referral Machine
![Page 12: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/12.jpg)
A’s Keeping in Touch
Personal Contact
Top of Mind Awareness
Creating Conversations
Delivering Value
Asking…
It’s All About Trust & Relationships
![Page 13: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/13.jpg)
1 to 1 Touches Hand Written Notes
Phone Calls
Drop Bys
Scheduled Meetups
Special Events
$
Value Touches Articles & Books
Emails
Newsletters
Making Connections
Thank You Gifts
$ $
Tells You: Who, When, How
![Page 14: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/14.jpg)
• They are always read
• Shows you invested time
• Creates a lasting impression
The Power of Hand Written Notes
![Page 15: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/15.jpg)
Value Touches
ARTICLES & BOOKS
![Page 16: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/16.jpg)
25 ‘A’ List People
7 touches/week
Items of Value 1 Email/month
Phone Calls 3 Calls/week
Personal Visits 2 Drop-bys/week
Personal Notes 2 Notes/week
22 Touches x 25 People = 550/Year
![Page 17: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/17.jpg)
“If you had a friend or an associate who might need…
…Would you please do a favor for me… CALL ME and GIVE ME their contact details and I…”
Finally……Teach People How to Refer!
![Page 18: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/18.jpg)
Easy to Use SSl Secure Web App Built-In Training-Video Suite Touch Dashboard: Who, When, How Your Own Weekly Touches Email Built-in Tools to Build Relationships
Proven… It Works!
![Page 19: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/19.jpg)
Let’s Bring it all Together Make the commitment to change
Set Goals…build a plan
Have a system… follow the system
Ask for the referral by teaching people how to give back…
![Page 20: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/20.jpg)
![Page 21: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/21.jpg)
![Page 22: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/22.jpg)
![Page 23: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/23.jpg)
Tools
• Video Training• PowerPoint and Webinar Tools• eBooks and Brochure Materials• Automated Affiliate Sales Portal• Banners, Links, Posts, Articles
![Page 24: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/24.jpg)
![Page 25: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/25.jpg)
Starting Dashboard
![Page 26: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/26.jpg)
22Touch Training Videos
![Page 27: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/27.jpg)
Select Your “A” List
![Page 28: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/28.jpg)
When, When and How to Touch
![Page 29: Building a Referral Mindset…. 3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons.](https://reader030.fdocuments.net/reader030/viewer/2022032723/56649f565503460f94c7987c/html5/thumbnails/29.jpg)
Today• Trusted Relationships• Building Trust• Creating a Robust Referral Machine• Teaching People How to Refer to You!• 22touch Web Application• Member Growth, Retention, Acquisition
Costs and Added Income Oppty