1. (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…

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

3. (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

4. (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