How to Train Your Business Acquaintances to be Your Sales Force

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Getting Results Takes Whipping Them into Shape

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.

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 (http://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, (http://www.MastersofNetworking.com) and the recently released #1 best-seller, Masters of Success (http://www.MastersofSuccess.biz).

Contact:

Michael Drew

850-747-8188

promoteabook@comcast.net

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