(Your Name), Inc. Referral Process Referral Goals, ID Referral & Lead Sources, Targets Establish Contact Strategy Sales Call / Contact Reluctance Contact Qualification Proposal, Presentation, Close Exceptional Client Service;…Account Rounding, Referral Generation, Renewal Reviews, Coverage Upgrades, Up-Sell, Cross Sell…

(Your Name), Inc. Referral Process ID Referral & Lead Sources, Targets Establish Contact Strategy (Your Name) Referral Goals Research & Verify 27

(Your Name), Inc. Referral Process ID Referral & Lead Sources, Targets Establish Contact Strategy (Your Name) Referral Goals Research & Verify Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Execute Contact Strategy Continuously Outbound Contact 28

(Your Name), Inc. Referral Process Go to Your Sales Process Map ID Referral & Lead Sources, Targets Establish Contact Strategy (Your Name) Referral Goals Research & Verify Overcoming Sales Call Reluctance Establish Appointment Aim & Rehearse Make Appointment Outbound Contact Execute Contact Strategy Continuously What will Qualify the Account ? N Is There an Opportunity? Qualified Opportunity? N Y Y Go to Your Sales Process Map 29