Mkt340

Referals (1/3 become a client) existing client introduces you to someone else,Transfer of trust or transfer of friendship

• Centers of Influence- people who are not clients that introduce you to others (1/10 become a client)
•     Lead Group- Group of non-competing professionals who exchange names

• Networking- (1-50) People who get together for a common purpose
• Two types of people- Partiers and prospectors
•     Characteristics:
•     1. Once a month (Happy hours)
•     2. Charge an annual fee or dues
•     3. Several committees
•     4. Different levels of membership
•  

• Mailings- (1/100)
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Cold Calling- Worst way to prospect- art of calling people unannounced (approx. 1/250) This does not build character Frustration, anger, rejection, denial, ACCEPTANCE OF REJECTION

• -Only join organizations that you believe in     
• -Limit number (2-3)   
• -Don’t skip meetings- you need to get yourself known    -Join the committees especially the membership committee    -Join at the highest level   
• -Be patient- it might take 2 years   
• -Make 1 new friend at each meeting    
• -Do not discuss business- If they ask you what you do, give them a personalized mission statement- Benefit plan for what you do for a living “I assist my clients in the areas of wealth accumulation, preservation and..”  
• -Do not give out your message in atmosphere you can’t control  
• -Do not give business cards- always sell yourself first  
• -Jot down memory trigger on their bcard

• Tap the Knowledge of Sales Experts- they must have high numbers and have done it for a long period of time
• Read 30 mins per day w unbiased eyes
• Ask For Feedback from people that don't love you
• Analyze Successes and Failures- never make same mistake twice- combo of skill and luck

• Complimentary personality types- Not the same as you-
• An orderly agenda
•   Talk in advance about who is going to talk about what
• Everyone buys based on emotion- have emotion breaks
• Put your ego on the shelf- They just have to like one of you

• Have them sit next to each other not a crossed from each other
• Get there first
• Take the head of the table- for what you discuss you are the expert

• Dennis and Rudy
• Selling to Tom and Pat
• Decider? Tom Hong
• Personality type of decider? Driver- not waste time stay in control
• How they interpret information? Visual
• Accepts text based visuals HNB Pharmaceuticals
• Tom denotes time in weeks- use his language
• Rudy doesn’t break emotional rhythm- doesn’t butt in and Dennis doesn’t have to look for it

• ·     
• to Increase productivity
• ·     
• And to Not waste time
• Name
• Address Telephone Occupation
• Income Family Status
• Background (Where they went to school if they did)
• Hobbies
• Personality type
• Visionary
• Primary Objective
• Minimum Objective- Least I can walk away with (i.e. 500 units)
•  
• All human beings operate in comfort zone and never stray more than 10% away from our comfort zone in either direction
• ·     
•          ($5,000 balance in check account- get 10,000 lottery- spend it until you get back to 5,000)
• o  
• Emergency and depleted back to $500- start saving until $5,000
• o  
• B- student and you get a C then you study to get a 95% and get a B-
• ·     
• Responsibility of a manager to shift up comfort zones