How to Create an Easier, Simpler, More Profitable Road to Customers Session 6 Martha Hanlon and Chris Williams

To Complete Your Assignment There are no pages included here for your to complete. Instead, develop your Power 100 List however is best for you…spreadsheet, word document, etc. Send that document to WABAssignments.com

Commitment for This Session Call 10 Referral candidates Train your walking Ambassadors Determine and create system to capture details---or it’s all a do-over Finish all other assignments

Clear Your Path of “Junk” Session 1 Clear Your Path of “Junk” Session 2 Redefine Your Ideal Customer Session 3 Uncover What Your Customer Wants Session 4 End ‘ONE AND DONE’ Sales Session 5 4 Part Sales System and Scripts Session 6 Build an ACTIVE Referral System Workshop Agenda Wide Awake Business Proprietary: Do Not Distribute

Wide Awake Business Proprietary: The Basics 6 Sessions, 60 minutes each All Sessions recorded & placed at www.WideAwakeBusiness.com/webinar Weekly commitments Submit weekly commitments by Sunday night to WABassignments@gmail.com for our review Take notes Call from a Quiet Place where you can work Please use a headset, not your PC speakers Wide Awake Business Proprietary: Do Not Distribute

Supporting slides

Who Loves Ya Already! Build on-going, mutually beneficial relationships Too important to leave to chance Join groups; network Proactive process A List—your best 10%--most likely to refer business B List—20%--champions of your cause C List—70%--best contacts D List—everyone else in your database Your Sphere of Influence—250 Who? People who know and trust you

The “A and B” Lists Who Are They Probably clients or have referred Estimate how many referrals Haven’t bought in awhile First Steps Say thank you Create a standard to track Ask for more

Get to Know Them Ask questions about them How did you get started in your business? What do you enjoy most about it? What separates your business from the competition? What advise would you give someone just starting out? What 1 thing would you do in your business if you knew you couldn’t fail? What do you see as the coming trends in your business? Describe the strangest or funniest thing you’ve seen in your business What have you found to be the most effective in promoting your business? What one sentence would you like people to use in describing your business? THE MOST POWERFUL QUESTION Can I have your business card? Follow-up 100 Friends

Train Your Walking Ambassadors Features vs Benefits How to Know Who How To Ask for Referrals “I promise I’ll contact them”

BUT… Think of it this way 100 calls or hand shakes = 40 conversations 40 conversations = 10 sales 1 sale = $500 10 sales = $5,000 Each call or handshake = $50 Every time you meet someone/call them, you make $50!

Simple System—Excel Spreadsheets Date Prospect Referred By Service Status Thank You

What Are You Going to Do Differently? Who Your Ideal Customer Is What gets their attention How to get them connected to you What they need to buy from you to start…and continue How will you change your behaviors to get more customers – NOW! How to build your business from referrals What’s your commitment?