Chapter 2: Buckle Up!

Question 1

Four Essential Elements to Transition to Referral Selling

1. Attitude
2. Strategy
3. Accountability
4. Process

Four Reasons That Prevent Companies From Using Referral Strategy

• It’s a new skill.
• People are uncomfortable with the idea of asking others for referrals.
• They aren’t aware that there are metrics for referrals, as there are for cold calling, direct mail, and advertising.
• They don’t have a disciplined process or methodology to support referral selling

THE BREAKTHROUGH REFERRAL SELLING SYSTEM

• STEP 1- Benchmark
• STEP 2- Create Experts
• STEP 3- Implement
• STEP 4- Assure Quality
• STEP 5- Measure Results