Building a Referral Mindset…
3% leave for convenience 3% leave for convenience 14% leave for miscellaneous reasons 14% leave for miscellaneous reasons 15% leave because of a problem with the product, price or delivery 15% leave because of a problem with the product, price or delivery 68% leave because of perceived indifference! 68% leave because of perceived indifference! Why Do Clients Leave?
We’ve Withdrawn…
The Key is Trust “In a world that is increasingly connected, but also increasingly impersonal, the role of a trusted relationship is ever more critical.” -Trusted Advisor Associates
Character & Competence
Your mission Your core values Your goals Work-life balance How you relate Reliability Is Who You Are… Character
Your education Your training Your experience Skill sets Your company Competence Is What You Bring…
The Principals of 22 Touch… Focus on a Few Deep Trust Relationships Use a System & Implement It Rigorously Everyday Build the New Habits for Success Give & Give… then Teach How to Give Back Ask for the Referrals and Receive
Referrals Goal: Create a Referral Machine
A’s Keeping in Touch Keeping in Touch Personal Contact Personal Contact Top of Mind Awareness Top of Mind Awareness Creating Conversations Creating Conversations Delivering Value Delivering Value Asking… Asking… It’s All About Trust & Relationships
1 to 1 Touches Hand Written Notes Phone Calls Drop Bys Scheduled Meetups Special Events $ Value Touches Articles & Books s Newsletters Making Connections Thank You Gifts $ $ Tells You: Who, When, How
They are always read Shows you invested time Creates a lasting impression The Power of Hand Written Notes
Value Touches ARTICLES & BOOKS
25 ‘A’ List People 7 touches/week Items of Value Items of Value 1 /month 1 /month Phone Calls Phone Calls 3 Calls/week 3 Calls/week Personal Visits Personal Visits 2 Drop-bys/week 2 Drop-bys/week Personal Notes Personal Notes 2 Notes/week 2 Notes/week 22 Touches x 25 People = 550/Year
“If you had a friend or an associate who might need… …Would you please do a favor for me… CALL ME and GIVE ME their contact details and I…” Finally… …Teach People How to Refer!
Easy to Use SSl Secure Web App Built-In Training-Video Suite Touch Dashboard: Who, When, How Your Own Weekly Touches Built-in Tools to Build Relationships Proven… It Works!
Let’s Bring it all Together Make the commitment to change Set Goals…build a plan Have a system… follow the system Ask for the referral by teaching people how to give back…
Tools Video Training PowerPoint and Webinar Tools eBooks and Brochure Materials Automated Affiliate Sales Portal Banners, Links, Posts, Articles
Starting Dashboard
22Touch Training Videos
Select Your “A” List
When, When and How to Touch
Today Trusted Relationships Building Trust Creating a Robust Referral Machine Teaching People How to Refer to You! 22touch Web Application Member Growth, Retention, Acquisition Costs and Added Income Oppty