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Referral Tools
The 10 Biggest Referral Mistakes Salespeople Make: Paper detailing the 10 major mistakes
salespeople make that keep them from getting referrals.
Referral Letters: Samples of effective business-to-business and individual-to-individual Referral
Letters and the rules to construct letters that work
Referral E-mails Samples of effective business-to-business and individual-to-individual referral
E-mails and the rules to construct E-mails that work
Overcoming Referral Objections There are surprisingly few objections to giving referrals, but if
you’re not prepared to address them, they can keep you from getting the referrals you’ve earned
Referral Marketing Checklist When you become a referral based salesperson you must change all
of your sales and marketing materials to reflect your referral based business. This checklist helps
you make sure you’ve changed everything in your toolbox.
The Four Pillars of a Successful Referral The four elements that must be in place for a referral to
be successful.
How to Contact the Referred Prospect There are many ways to contact your referred prospect--
each with its own advantages and disadvantages
Some useful Referral marketing scripts Having a script memorized for the most common occasions
will help you guarantee that you communicate exactly who you are and how you do business.
Scripts help you condense your communications to short, accurate, powerful statements.
An Efficient Networking Strategy A networking event can be useful or just a waste of time. Most
attendees won’t be prospects or referral prospects. This system will help you maximize your time.
Hiring an Assistant When is it time? Who do you hire? What do they do?
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