“And then when you follow-up with the referral, how do you go about talking to them?”
Here’s a way of doing it.
Having gathered all the information from the person who gave the referral, here’s how you follow up…
“Hello Joan… This is …. You don’t know me, however, someone we both know, Mary, suggested I gave you a call because I’m helping her with (Mary’s problem) and she mentioned that you might be looking for the same thing. Would this be a good time to talk?”
Here is a slightly different version;
“Hello Joan… This is… You don’t me, however, I was talking with a mutual friend of ours, Mary about some challenges she was having with (state Mary’s challenges), and she suggested I gave you a call because you might be looking for something similar. Would this be a good time to talk?”
You then discover if the reasons your mutual friend initially gave you for calling are correct. You can also talk more deeply about solving any challenges, using the Natural Selling® Dialogue Process, just as you would in any situation.
Reprinted with permission from Michael Oliver, Natural Selling® Sales Training http://www.naturalselling.com
No comments yet.