Tip of the Month Newsletter November, 2005 In this issue: Using the Thanksgiving holiday to advance referral objectives End of year campaign Thanksgiving special offer Let's pretend - Getting Reluctant Prospects to Make Decisions Save thousands of dollars with the "Seminar Alternative" Using the Thanksgiving holiday to advance referral objectives The Thanksgiving holiday provides another opportunity to demonstrate caring and discover the networks of our clients in a subtle way. Before the holiday, simply say, "What plans do you have for the holidays?" And ask "Who will you get to see? or Who will be there?" They will provide you with extensive information on their networks - IF you listen and ask a few follow-up questions. You can follow-up after the holiday with "What's new with the family?" Listen, take notes, and ask a few follow-up questions. You demonstrate a caring for that which is important in their lives. AND you expand your knowledge of their networks, which you can use to further qualify and get referred in subsequent meetings. Back to top End of year campaign With the busy holiday season approaching, some adivsors find it difficult to get people to come in for appointments. Year-end tax planning provides a reason. If you have already scheduled these for your "A" clients, consider it for your "B" clients - especially those that may have accounts elsewhere or will have more assets in the future. Tax planning meetings are part of the value you provide and they are wonderful opportunities to secure feedback and request referrals. Back to top Thanksgiving special offer As a way of saying "Thank you" to our clients and subcribers, we are offering Thanksgiving Productivity Tool Kit at a 50% discount. Orders must be received by Thanksgiving Day. Design Your Own Tool Kit by selecting 2 or more from the following list. Get 5-10 More Referrals Every Week! Learn how to minimize client resistance to giving referrals, how to get dozens of referrals from each client, how to become more referable, and how to secure referrals in a way that strengthens client relationships. Includes CD of live workshop and the manual complete with scripts, meeting templates, and introduction tools Get More Done in Less Time Strategies for maximizing your daily production and the number of quality meetings you keep. This Learning Guide includes: How and when to get to the decision maker Get more appointments in less time. How to structure your day and your week for maximum income Tracking sheets to know if you are on track How to Secure Power Introcutions AND Make Do Not Call Lists Work FOR You How to make it easy for your clients to refer you powerfully to dozens of high quality prospects New strategies that make you stand out and reach prospects from a position of credibility and power How to dramatically increase both the efficiency and effectiveness of your introductions to elite prospects How to dramatically reduce your risk under the new "regs" How to Develop Clients into Advocates who Will Promote You Let your clients open doors and become powerful business generators for you! Learn what steps to take, which clients to target, and how to train your clients to get you in front of the right decision makers. You'll hear how others have done it and you'll be stimulated to forge stronger partnerships with your clients. How to Sell to Different Styles of Buyers What appeals to one buyer style repulses other styles. To sell more, you must quickly recognize different buyer styles and tailor your approach to suite their style Learn your selling style and which of your behaviors unconsciously repulse other styles Learn how to quickly recognize other styles and tailor your approach so it appeals to the other styles Easy- to-use guide that tells you what to do and what NOT to do with each style To capitalize on this special offer, go to the link below https://ssl.cgicafe.com/clients/referralmastery.com/productivity_tools.html> When you check out, just write in the comment box, "I want the Thanksgiving 50% discount" These orders will be specially processed and we will APPLY THE 50% DISCOUNT BEFORE charging your card. You can also fax your order to 954-389-0759 Select 2 or more and the 50% discount is yours. Back to top Let's pretend - Getting Reluctant Prospects to Make Decisions In the 18 years our company has been helping sales professionals, we have developed relationships with sales training companies who offer useful tools and insights. The following is an article from Sales Concepts which can be useful with prospects who are reluctant to share information or make a decision. "Let's Pretend: Getting Reluctant Prospects to Make Decisions Let's Pretend, two very simple words that can help in so many different areas of selling. Successful salespeople have learned qualifying many of the things they say with a "let's pretend" because it can help you understand more about their prospects. In the Pain step, "let's pretend" fits well when asking prospects questions. "Let's pretend I told you we were different than our competitors, that probably would not make a difference to you would it?" "Let's pretend it is 6 months from now...you hired a new vendor, and you love them...what are they doing differently?" In the Budget Step "Let's pretend" has some additional uses. "Let's pretend I cannot fix your problems for that amount of money, probably no chance you could get more money in the budget?" "Let's pretend I tell you it will cost significantly more than you have budgeted...you are probably going to tell me you would never work with me..." "Let's pretend I could fix these issues within your budget...that does not mean you are ready to move forward with the project though..." Contracts can benefit from Let's pretend as well. "Let's pretend I could come back next Monday....what is going to be different then?" "Let's pretend it is next week, you have all the proposals in front of you....how will you begin to decide who you are using?" Remember "Let's Pretend" before your next sales call, or call Sales Concepts at (440)575-7000 for help. Back to top Save thousands of dollars with the "Seminar Alternative" "I used to spend $20,000 a year on seminars. I now spend ZERO on seminars and have doubled my business becuase of using The Referral Mastery System and referral events." Kurt K. Walnut Creek, CA Our clients report that they save thousands of dollars every year by leveraging referral strategies. One of those strategies is referral events. Referral events allow you to precisely target who you want to attend and have your clients drive the invitation process. You don't have to hope guests will show up - you can dictate it. And you only have to send out a few dozen invitations. No huge postage bills required. These strategeis are spelled out in our complete, stand-alone toolkit, "Attract High Quality Referrals with Distinctive Events: How to easily host referral events that are fun, flawless, and lucrative". This toolkit walks you through on a step-by-step basis from where to get ideas for distinctive events, how to design the right type of event, how to get the people you want to attend, how to get your clients to drive the invitation process, invitation scripts, how to organize the event so it runs smoothly - the first time, the follow-up scripts that turn introductions into appointments, and the critical steps to maximize your payoff. Just the tips on securing discounts from event facilities will save you more than the total investment in the referral event toolkit, "Attract High Quality Referrals with Distinctive Events". Click here to learn more. Back to top