Get the most out of WIN Membership by
increasing the benefits of my own advertising. Make the most of your
ten minute presentations. Your goal should be to educate WIN members
about your business and the specific types of referrals that you would
like to receive. The more we know, the more we can help your business
grow!! We are your sales people!
 During the 30 second commercials I need
to:
- Think about what I am going to say and
plan it ahead of time. Use all 30 seconds of my commercial time to
promote my business.
- Tell members where they can get
referrals for me and what phrases to listen for that are a key to a
referral for me.
- Tell members about a good referral
that was given and why it was good.
- Give the cost of services or products
I provide.
- Change my commercial to make it more
effective.
- Make sure the information I give in my
commercial is true and accurate.
- Make sure the information I give in my
commercial is within the boundaries of my approved business
classification.
- Avoid "key words" that
another member uses if I'm in a similar classification.
During my 10 minute presentation, I need
to:
- Speak loud enough for members to hear
me.
- Plan my presentation in advance,
allowing time within my 10 minutes for questions, raffles, etc.
- Build trust and credibility.
- Tell why members should refer me
instead of my competition.
- Tell members where to find referrals
for me.
- Tell members about business situations
and how I handle them.
- Teach members how to advertise for me.
Give samples, discounts or specials.
- Provide visual materials that
summarize my business, background, and experience.
- Give inside information to help other
members.
- Ask members what they learned from my
talk.
- Motivate members to generate referrals
for me.
Increase the benefits of other
member's advertising
During their 30 second commercial I need
to actively:
- Listen for what kind of leads members
need & take notes to remember.
- Understand what they are selling.
- Think about people I know that I can
give as a referral.
- Think about the contacts I have and
how I can approach them to benefit the members.
During their 10 minute presentation I
need to:
- Listen carefully and be a courteous
audience member.
- Make sure I understand what their
business is.
- Ask where to find referrals for them.
- Ask why they are good at what they do.
- Ask why I should refer them instead of
their competition.
- Ask how to advertise for them.
- Ask who I should give their handouts
to.
- Ask how I can connect them with some
of my contacts.
- Ask questions that clarify what I can
do to help.
Referral Basics:
 Referral forms should be filled out
completely. It is not a true referral if the member does not give the
information so the recipient can make a call or send a brochure.
What is a warm referral?
It is a referral where you can use the referring members name when
making contact. The referring member might have also told the contact to
expect your call.
What is a cold referral?
A cold referral is a referral where you cannot use the referring members
name when making contact, such as a cold call.
What is an inside referral?
An inside referral is a referral where a member utilizes another members
services, otherwise known as a purchase.
What is a source referral?
A source referral is a single contact that could provide a member with
multiple referrals. For example, a Chiropractor could be a source
referral for a Personal Injury Attorney. A Property Manager could be a
source referral for a Moving Consultant. |
