COURSE DESCRIPTION: Your customer scribbles a name and phone number on his business card and you leave his office elated, pleased with yourself because you just got a referral.
No you didn’t. Our speaker Paul McCord would tell you all you got is a name written on a card, which any idiot could have given you.
Paul has STRONG feelings about referrals. He thinks most salespeople have no idea how to get them. And that they’re missing a HUGE opportunity to capture highly qualified leads – the kind that get 60% conversion rates (vs. maybe 10% or 15% for ordinary leads).
Getting turbo-referrals is not about sweet talking or cajoling customers. And it’s not about using gimmicks. Paul’s main message is that REAL referrals are the best leads you’ll ever get and that you should structure your ENTIRE selling strategy around getting them. You should become a “referral-based salesperson.” Why? Because it’s what every superstar salesperson out there is already doing.
In this one-hour audio conference you’ll learn exactly how you can generate a large volume of high-quality referrals from each of your clients. Here is a sample of what you’ll learn during the program:
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How to use the “PWWR Referral Generation System” (Plant, Water, Weed, Reap) to generate turbo referrals that convert at 60%
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Why simply asking for referrals doesn’t work
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Why getting the name and phone number of a prospect from an existing customer is NOT a referral at all
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The most common reason salespeople don’t ask for referrals
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Why clients resist giving referrals
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Why it’s in your client’s best interest to give you referrals
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The difference between referrals, word of mouth marketing, and networking
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How to get a large number of high quality referrals from your client—even if your client doesn’t have any referrals to give
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The difference between a “suspect” and a “prospect”
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How to craft an answering machine message that will generate referrals
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How to convert your business to being referral-based
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What to say to a new prospect to set the stage to get referrals
ABOUT THE SPEAKER: Paul McCord is a leading authority on prospecting, referral selling and personal marketing. With over 25 years experience as a salesperson, manager, executive, professional sales trainer and management consultant, Paul’s experience is both broad and deep.
Paul’s personal business experience spans the financial services industry, including wholesaling securities to NASD firms and running mortgage companies, to owning and managing a successful specialty newspaper, to selling millwork and specialty products to residential builders.
Paul has been interviewed or quoted extensively in such publications as The Dallas Morning News, Selling Power magazine, Stu Taylor on Business, Airport Business, SalesRepRadio, Motel and Hotel Management, Advisor Today, The Boston Globe, Forbes, The Seattle Times and many others. He is also a regular contributor to MarketingProfs.com and EyesOnSales.com.
His book, “Creating a Million Dollar a Year Sales Income: Sales Success through Client Referrals” (John Wiley and Sons, 2007), quickly became an Amazon bestseller and is becoming recognized as the authoritative work on referral selling. His second book, “SuperStar Selling: 12 Keys to Becoming a Sales SuperStar” is to be released in February of 2008.
MONEY-BACK GUARANTEE: We’re so confident you’ll get what you want out of this conference that we’ll refund your full fee if you’re not satisfied. It’s risk-free.
CANCELLATION POLICY To cancel your registration for this event, you must contact customer service at CustomerService@b21pubs.com or call (888) 761-7294 no later than 24 hours prior to the scheduled start of the audio conference. In place of the live event, you will get a link to view the recorded webinar online or receive a credit valid for one year. Your credit may be applied toward the purchase of any B21 product or event.
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