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

2. 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

3. 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

4. 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

5. Wide Awake Business Proprietary:
The Basics
6 Sessions, 60 minutes each
All Sessions recorded & placed at
Weekly commitments
Submit weekly commitments by Sunday night to 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

6. Supporting slides

7. 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

8. 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

9. 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

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

11. 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!

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

13. 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?