How to Train Your Business Acquaintances to be Your Sales Force
Getting Results Takes Whipping Them into Shape
Upland, CA (PRWEB) April 11, 2005 -- There's a consensus of business people
that say the best marketing is word of mouth marketing. So how do you insure
that the people who know about you and your business the best, your business
acquaintances, are doing what you need them to do to help you the most? Easy,
you train them.
Dr. Ivan Misner, and founder of the world’s largest
business referral networking firm, BNI, says that a key to turning business
acquaintances into great referral sources is letting them know exactly who you
are, and exactly how they can best help you.
“Just getting a phone number
and a name doesn't help much,” Misner says. “Business is hard to get that way.
If you are able to provide your prospective referrers with a detailed account of
you, your business, and how you might help a business you're referred to, you’re
far more likely to turn the prospect into a business partner.”
According
to Misner "your referral source will be willing to help you far beyond setting
up a cold call, but most won’t know exactly what to do unless you tell them."
Misner says your greatest chances of success will come if your referral
source:
1) makes the initial contact with the prospect
to assess her need and, if appropriate, alerts her that you will be getting in
touch.
2) sends the prospect background information about
you and your business.
3) lets the prospect know the nature
of his relationship with you.
4) gives the prospect a brief
description and endorsement of your products or
services.
5) arranges to introduce the prospect to
you.
6) follows up with the prospect after you contact
her.
“Quite a few of your business acquaintances will be willing to help
you,” says Misner, “but until you tell them, they won't have enough information
about you or your business, or know how their actions can make a big difference.
"Training" them is up to you.”
BNI (www.bni.com) is a referral networking organization, which at
last count had over 3,600 individual chapters in 22 countries worldwide. BNI’s
Founder & CEO, Dr. Ivan Misner is the author of several book’s including the
NY Times best-seller, Masters of Networking, (www.MastersofNetworking.com) and the recently released #1
best-seller, Masters of Success (www.MastersofSuccess.biz).
Contact:
Michael
Drew
850-747-8188
e-mail protected from spam bots
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Source : http://www.prweb.com/releases/2005/4/prweb198755.htm