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Conduct Persuasive Prospect Meetings - Steve Sweeney

23/2/2021

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Picture
The Referral Guy
S4 Episode 8

​Episode Title –
Conduct Persuasive Prospect Meetings

Many have been in the situation where they’re sitting in front of a referred prospect and don’t know how to attract their custom. This show will address many of the obstacles that need to be overcome to make that prospect come to you. 

Show Objectives

To increase your knowledge on what to do before, during and after these meetings.

Key Benefits

This is important on three levels –
  • You need to make an income.
  • Your referral partners need to know they are not wasting their time sending referrals to you.
  • The prospect’s problem is solved.

What You Need to Know 

Most prospects are looking for clarity in your offer, congruence across your marketing and a belief that you’re the person who can solve their problems. Importantly, they don’t want to be chased. They want to choose. So make it easy for them to choose you by – 
  • Getting your LinkedIn and Facebook pages up to speed.
    • Professionally written
    • Quality headshot
  • Making sure your website clearly articulates – 
    • Your offer
    • Customers you serve
    • Problems you solve
    • Compelling evidence that you are the right choice
    • Your point of difference
    • You’re personable
  • Ensuring your referral partners know how to introduce you.
  • Researching them. 
    • Use referral partner insights
    • Their website and LinkedIn
    • Research their industry and know the issues.
  • Not selling yourself.
  • Going to their place of work for the meeting
  • Adopting mindset of working out if you two are a good fit so – 
    • Seek permission to take notes
    • Ask their goals for their business/life
    • Ascertain the obstacles inhibiting their goals
    • Listen to understand, not to win a client
    • Having researched their industry, display knowledge of it without showing off
    • Don’t sell a solution as soon as a problem is mentioned
    • Instead, remember to come back to it in a few minutes
    • Tell a story of how you’ve helped a client in a similar situation
    • Relate that story to your confidence in your ability to solve their problem
  • When you put an offer on the table, be quiet.
    • Contact me about further question combinations that clarify need in a prospect.
  • If the answer is no or not yet, respect that and seek permission to circle back in a month.
    • When you do, have compelling new information
  • If the answer is yes, describe the next steps and arrange a contract.

What You Need to Do
  • These are often delicate negotiations so contact me at info@referralacademy.com.au to be certain you are across the nuances associated with each of these aspects. 
  • Listen to the podcast to cement your knowledge.


Previous Show
Mid-Season Wrap
This show was an amalgamation of the season so far. It reviewed the major points all referral marketers should know and practice to grow their networks and attract referrals.

Next Show
10 Tips to Improve Retention in Your Referral Group
Member retention is the major issue of any referral group and here’s a simple and unavoidable fact – members only stay if they are receiving referrals. This show reveals a series of actions that can be taken to improve the likelihood members will receive referrals.

Oh, and there a few fluffy, feel good activities groups can take to make members rave about their group. This is what you want them doing because this is a direct contributor to group growth.

Your Host and Resource
Hey, I’m Steve Sweeney… The Referral Guy.

Being a Specialist Referral Marketing Trainer provides me with wonderful opportunities to help business owners attract more business by referral. This is one of the most cost-effective methods of marketing as it relies 100% on the quality of relationships you have with people in your network. Once trained, your skills last a lifetime and continue to pay dividends.

The Australian Referral Training Academy (ARTA) exists to teach business owners and sales professionals the art and science of attracting referrals and helps them build their own Strategic Referral Teams (SRT)

Shoot me an email if you’d like to learn more info@referralacademy.com.au


​
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    • BROADCAST SCHEDULE
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      • Ben Gioia ("joya")
      • Bert Robinson
      • Chris Mayfield
      • Crystal Y. Davis
      • Donna Kunde
      • Doug Thorpe
      • Ellen McIlhenny
      • Gayle Turner
      • Glenda Thompson
      • Jason "Wally" Waldron
      • Jeremy Gray
      • Jörn "Joe" Menninger
      • Kevin Beers
      • Lisa Askwith
      • Londina Cruz
      • Mike King
      • Monique McDonald
      • Patty Lawrence
      • RJ Lewis
      • Sarita Johan
      • Steve Sweeney
      • Wayne Carroll
      • William Eastman
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    • BUSINESS PODCASTING MADE EASY
    • ECONOMIC NEWS >
      • IBGR.News
    • EXIT STRATEGIES >
      • An Epic Business Exit
      • Catalytic Conversation$
      • Exitology
      • The CFO Perspective
      • The Entrepreneur's Edge
      • The Smart & Savvy Business Exit
    • FINANCE >
      • Business Econ for a Post Pandemic World
      • Economics For Owners
      • Employee Capitalism
      • Money Matters
      • Practical Solutions to Difficult Problems
      • TurboCharge Your Business
      • Your Money Machine
    • HR / PEOPLE SKILLS >
      • Business and Beyond
      • Business Processes & People Talk
      • Equipping Others
      • Staff It!
      • Success Can Be Fun - With Focus!
      • The People Side of Business
      • Women of Business Thriving
    • INTELLECTUAL PROPERTY >
      • Leveraging Inspiration
    • INTERVIEWS >
      • Get You Noticed!
      • The Referral Guy Interviews Your
      • The Magnetic Voice
    • LEADERSHIP >
      • Compassionate Leaders of Influence
      • Destiny Road
      • Engaging Your People For Success
      • Leadershift with Col Ajai Lal
      • Leadership Powered by Common Sense
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      • Stories Matter! - Helping Leaders Transform Lives
      • Talk Leadership with Cedrick on the Radio
      • Your Corporate Confidante
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      • Building A Multilevel Marketing Empire
      • Level-Up Your Marketing
      • No Nonsense Market Domination
      • Buying Customers
      • #Seriously Social
      • Results Oriented Marketing
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      • Building You to Build Your Business
      • Entrepreneurial Mindset
      • Peak Impact Mentorship
      • Guidance To Wealth
      • The Hero Within
    • OPERATIONS >
      • Build It!
      • Building In Front of You
      • Building In Front of Your 2
      • Lead Lean
      • Pencils & Pistons
      • Planning Out Loud
      • Processes Under Control
      • The Ralph Peterson Radio Show
    • SALES >
      • Beyond The Method Selling
      • Inside The Customer
      • Sell It!
      • Serving Up Sales
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      • A New Business Model For Startups
      • Adulting In My Purpose Business Edition
      • Building Startup Operations
      • Creating A Consulting (Improvement) Business
      • How To Start A Consulting Firm
      • Survival Mode
      • The Geriatric Entrepreneur
      • Your Business 2.0
      • Z Gen Entrepreneurship
    • STRATEGY >
      • #OwnrLife
      • Better Your 4 U
      • Build Your Core for Dynamic Partnerships
      • Grow It!
      • How to Avoid Becoming the 80%
      • How To Become the Top 5%
      • How to Move Beyond the 15%
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      • Own It!
      • ReImagine Your Business
      • The Business Owner's Bookshelf
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