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SELLING SMART WORKSHOP:
INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:
HOW TO ASK FOR REFERRALS
Bonnie Valentine –
The Whole Brain Group
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
SELLING SMART WORKSHOP:
THE BOARD OF DIRECTORS
Jim Woods –
The CEO Advantage
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
SELLING SMART WORKSHOP:
FORMAT
Workshop : Greg Peters 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application
Specific challenges in your business
Anything
SELLING SMART WORKSHOP TODAY:
INCREASE YOUR PIPELINE WITH NETWORKING
FINESSE: HOW TO ASK FOR REFERRALS
Workshop : With the coaching and tools shared in
this workshop, attendees can achieve the goals
they set for networking, and also feel better about
being a networker, and asking for referrals.
Panel Q & A : How networking works, real-world
HOW TO ASK FOR
REFERRALS
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions
3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions
ACTIVITY
So, what do you want?
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
WHO CAN REFER YOU?
WHO CAN REFER YOU?
WHO CAN REFER YOU?
Not my mom!
WHO IS WILLING?
THE A.R.T. OF THE ASK
 Awareness
 Relationship Development
 Trust
THE A.R.T. OF THE ASK
 A
 R
 T
THE A.R.T. OF THE ASK
 A
 R1
 R2
 R3
 T
THE A.R.T. OF THE ASK
 Awareness
 R1
 R2
 R3
 T
THE A.R.T. OF THE ASK
 A
 Recognition
 R2
 R3
 T
THE A.R.T. OF THE ASK
 A
 R1
 Regular Contact
 R3
 T
THE A.R.T. OF THE ASK
 A
 R1
 R2
 Reliable
 T
THE A.R.T. OF THE ASK
 A
 R1
 R2
 R3
 Trust
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
Can you adapt your request?
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
MAKING THE REQUEST
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation
QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel
about:
The workshop
The panelists application of tactics
Specific challenges in your business
Anything
SELLING SMART WORKSHOP:
INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:
HOW TO ASK FOR REFERRALS
Bonnie Valentine –
The Whole Brain Group
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor
LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
52 Connection Tips – “T”
Raffle (Free e-book, too!)
A Practical Process for Selling Services
Selling Smart Workshop - Increase Your Pipeline with Networking Finesse

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Selling Smart Workshop - Increase Your Pipeline with Networking Finesse

  • 1.
  • 2. SELLING SMART WORKSHOP: INCREASE YOUR PIPELINE WITH NETWORKING FINESSE: HOW TO ASK FOR REFERRALS Bonnie Valentine – The Whole Brain Group Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
  • 3. SELLING SMART WORKSHOP: THE BOARD OF DIRECTORS Jim Woods – The CEO Advantage Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
  • 4. SELLING SMART WORKSHOP: FORMAT Workshop : Greg Peters 9 – 10 am: Interactive Training Session Addressing Common Challenges Panel Q & A 10 – 11 am Application Specific challenges in your business Anything
  • 5. SELLING SMART WORKSHOP TODAY: INCREASE YOUR PIPELINE WITH NETWORKING FINESSE: HOW TO ASK FOR REFERRALS Workshop : With the coaching and tools shared in this workshop, attendees can achieve the goals they set for networking, and also feel better about being a networker, and asking for referrals. Panel Q & A : How networking works, real-world
  • 6. HOW TO ASK FOR REFERRALS
  • 7. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 8. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 9.
  • 10. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this?
  • 11. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach?
  • 12. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach? 3. What do you want? 4 S’s  Sales  Stepping Stone  Suppliers  Suggestions
  • 13. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach? 3. What do you want? 4 S’s  Sales  Stepping Stone  Suppliers  Suggestions
  • 14. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach? 3. What do you want? 4 S’s  Sales  Stepping Stone  Suppliers  Suggestions
  • 15. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach? 3. What do you want? 4 S’s  Sales  Stepping Stone  Suppliers  Suggestions
  • 16. 3 KEYS TO SPECIFIC REQUESTS 1. Why are you doing this? 2. Who must you reach? 3. What do you want? 4 S’s  Sales  Stepping Stone  Suppliers  Suggestions
  • 17. ACTIVITY So, what do you want?
  • 18. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 21. WHO CAN REFER YOU? Not my mom!
  • 23. THE A.R.T. OF THE ASK  Awareness  Relationship Development  Trust
  • 24. THE A.R.T. OF THE ASK  A  R  T
  • 25. THE A.R.T. OF THE ASK  A  R1  R2  R3  T
  • 26. THE A.R.T. OF THE ASK  Awareness  R1  R2  R3  T
  • 27. THE A.R.T. OF THE ASK  A  Recognition  R2  R3  T
  • 28. THE A.R.T. OF THE ASK  A  R1  Regular Contact  R3  T
  • 29. THE A.R.T. OF THE ASK  A  R1  R2  Reliable  T
  • 30. THE A.R.T. OF THE ASK  A  R1  R2  R3  Trust
  • 31. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 32. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • 33. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • 34. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode
  • 35. 3 RISK FACTORS  Cost/Commitment  Reputation  Mode Can you adapt your request?
  • 36. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 43. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 44. SAY THANK YOU The 4 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • 45. SAY THANK YOU The 4 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • 46. SAY THANK YOU The 4 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • 47. SAY THANK YOU The 4 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • 48. SAY THANK YOU The 4 R’s of Referral Gratitude  React  Reflect  Report  Reciprocate
  • 49. 5 STEPS TO BETTER REFERRALS  Specification  Identification  Adaptation  Implementation  Appreciation
  • 50. QUESTIONS FOR THE PANEL On break take a moment to write questions for the panel about: The workshop The panelists application of tactics Specific challenges in your business Anything
  • 51. SELLING SMART WORKSHOP: INCREASE YOUR PIPELINE WITH NETWORKING FINESSE: HOW TO ASK FOR REFERRALS Bonnie Valentine – The Whole Brain Group Greg Peters – The Reluctant Networker Joe Marr – Sandler Training Ann Arbor
  • 52. LESSONS LEARNED One takeaway Can you use it? On Business Card: Request Contact – “R” Speaking Opportunities – “S” 52 Connection Tips – “T” Raffle (Free e-book, too!)
  • 53.
  • 54. A Practical Process for Selling Services