Step by Step Flashcards
Setting the stage (after the ‘warm up’ before the presentation)
(Name), let me begin by thanking (nominator) for introducing us. That’s important because I work almost exclusively on a personal introduction basis.
Obtain a positive affirmation at close of meeting
Now that you’ve seen my process to this point, how do you feel about it?
Consider - asking what part offered the most value
Ask permission to brainstorm for potential introduction
With your permission, I would like to take a few minutes to brainstorm with you some people you think might benefit from the same process.
Not necessarily people who are in the market for my services, but people I would enjoy meeting and I might possibly be able to serve as a resource to at some point in the future.
Pinpoint potential prospects by feeding names and categories
Earlier you mentioned (your sister would be the guardian of your children if anything ever happened to you).
Please tell me a little more about her.
Develop the lead by qualifying and asking additional questions
Please tell me more about (name)?
Is he married? Does he have any kids? How do you know him?
Execute - Explain how you are going to introduce yourself
(Nominator), let me take a minute to explain to you how I plan on introducing myself to these people.
In the same way I introduced myself to you, I’m going to contact them and ask to meet with them to show them the type of work that I do.
At that point, it’s entirely up to them whether or not we meet.
Execute - Ask for the introduction
Would you have any objection if I contact them and mention that we’ve done some work together?
Execute - Build prestige of the nominator
Without your introduction, I’m just a stranger to these people. So if you happen to talk to them in the next week, would you mind mentioning that I will be giving them a call?
Additional pinpointing questions
If you opened you own business, who are 3 of your sharpest friends you would ask to be your partners?
If you were in my shoes, who are the first 3 people you would contact?
Who do you know that owns their own business?
Who just had a child? Changed jobs? Got a promotion?
Objections - I don’t know anyone in the market for your services.
Who do you know that (insert category)
Objections - I’m not comfortable giving referrals. / I don’t give referrals.
It sounds like you had a bad experience. Can you tell me more about that?
Objections - I want to talk to them first.
Absolutely! I would prefer you talk to them first because that makes the introduction much more comfortable…for me…and for them.
Objections - Give me some of your cards and I’ll pass them along.
I appreciate that. I’ll be happy to give you a stack of business cards. However, I’ve found that it is typically not very effective. I prefer to be more proactive.
Objections - I’d rather you not use my name.
Let me ask you this, if (sample referral) walked into the room right now…would you introduce us?
Objections - “Graceful Exit”
How about this…if you happen to run into someone in the future who you think could benefit from meeting me, would you have any objection to mentioning my name to them?
