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Has your existing sales presentation training taught you to stop cold calling by building a straight referral business?

Chris is an attorney who was never taught to sell.  She was brand new to the sales game.

It wasn’t until she started her own law firm that she realized that “nothing happens until you sell something!”

Law school didn’t prepare her for selling in the business world.  She certainly did not how to make cold calls on total strangers!

Thank goodness a solid business friend — her financial advisor — taught Chris ways to build a straight referral business by leveraging her relationships with like-minded business people.

Chris learned ways to build new business that you can easily replicate:

• Make a memorable impression, so others can easily refer business to you.
• Network to make contacts which will build your business by referral.
• Realize your financial goals by interacting with like-minded people.

To make yourself remembered, create a 60-second introduction that can be adapted whether you are networking at a Chamber of Commerce meeting, socializing at church coffee hour, or cheering at your child’s ball game.

Include your name, company, brief description of your product/service, and — if appropriate and natural — your personal passion.

Mix up the components to make your delivery smooth and easy, depending on the situation.  Give listeners something to remember about you, that makes them want to refer you to their clients and business associates.

Check out the largest business networking organization in the world, BNI: Business Network International. Chapter members, in non-competitive business categories, meet weekly to share ideas, contacts and most importantly, business referrals.

In a BNI meeting, your :60 intro includes what is an ideal referral for you, a specific request of someone you would like to meet, and a tag line or memorable “hook” that is unique to you.

There is a fee for membership, but the return on investment is well worth the time and money.  Go to www.bni.com to find a chapter.

Create your own Master Mind Group and reap the power of alliance with like-minded people committed to mutual success.

According to Napolean Hill’s book, Think and Grow Rich (1937), Andrew Carnegie surrounded himself with people “for the definite purpose of manufacturing and marketing steel.  He attributed his entire fortune to the power he accumulated through his Master Mind” group.

Sign up for a free download of the first two chapters of my book, Integrity-Based Communication.  Learn to use the power of truth-telling to increase your success in selling.

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