Use these tools, templates, scripts and systems to make getting referrals natural.
Zero to Referrals In Just A Minute
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Each week every Member has 60 seconds to promote their business. This Word.doc is a template that shows how long it takes to speak words. It’s the tool radio and TV stations use to be sure commercials are exactly the right length. It’s most valuable when you highlight each segment with color, to verify you’ve included all seven parts, in balance. |
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Quick Reminder: It isn’t the order that matters, it’s the ratio of time on each card. Blue and Red cards are 15 seconds each–White and Purple are 5. Spend a full 20 seconds on resonant client identification––the Green, Gold and Platinum cards.
Use this tool to give yourself an advantage.
to help write your 7-Minute.
.How to Make Coffee Profitable
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A PowerPercolator (known as PowerPerk to its friends) is a structured get-to-know-you. Use this template to introduce a Team Member to a GateOpener. If three people on the Team are natural GateOpeners for each other, this is the perfect way to go deep, fast. |
There are three keys for making a PowerPerk profitable:
1: Talk about one client. Your best client. The client who is the most profitable + the most fun. (If you talk about everything and what could be, the others will not get a solid sense of your business.) One.
2: Use a timer. The first round is important, but it’s only three minutes each. (That’s nine minutes on personal info.) What you’re looking for is something the three of you have in common. Find that, and you’ll make money. Promise.
3: Ponder what you’re going to say. A PowerPerk is as profitable as the least prepared person. (Don’t let that be you.) Since you won’t have time to tell everything, spend a few minutes thinking about the most important parts of the story.
What to Say, and How to Say It
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A script is a series of words, in order, that creates a predictable response. One of the best places to use a script is when you’re inviting an acquaintance to visit your PowerCore Team. If you, like me, have an upper left desk drawer full of business cards of people you wouldn’t recognize if they walked in your door, pull the trash can between your knees, pick out a card at random and use this telephone script before you throw the card away. You’ll make an impression. And that’s more than what is happening now, in the dark, in your upper left desk drawer. |
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Some of us just can’t bear to throw the cards away without keeping the information. It won’t feel pushy–you aren’t asking for their So, if they remember you they’ll be impressed; |
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You might be wondering about an email template, and I’ll share what I’ve observed. The best thing you can send with an email invitation is one of your own InfoMinutes. Even when they aren’t interested in PowerCore they’ll be impressed with you. Want proof? Check this out! |
CHAPTER 1
HOW TO FIND A SUB: DEMYSTIFIED
CHAPTER 2
HOW TO BE A SUB: MADE EASY
Referral - a three-way introduction between two Members of the Team, and a third person who is not a Member and who is in the current market for a Member’s product or service.
Cold call - outreach — whether by phone, email or in person — to a person who is not expecting it.
Warm call - outreach for the purpose of soliciting business to a person with whom you’ve had previous contact.
GateOpener – a classification (i.e. printer, insurance agent, CPA) whose clients ask for a referral to someone in my classification.
Gatekeeper - a person who keeps me from getting to my prospect.
PowerPerk – a structured meeting between three people, one of whom is not a PowerCore Member, using a timer and the PowerPercolating template to answer six questions in order to learn about each other’s business for the purpose of referring clients.
Classification – a category of product or service provider. (I.e. banker, dentist, graphic designer) Some classifications have sub-directories. (I.e. Insurance – P&C and Insurance – Health; or Attorney – Bankruptcy and Attorney – Estate.)
Contact Sphere – a group of classifications who have clients in common, or whose clients have a need for many of them at the same time. The four most common Contact Spheres are Business Services, Financial Services, Personal Services and Residential Real Estate.
Coffee|Lunch|PowerPint|PowerPutt - extracurricular time with a PowerCore Member, for the purpose of strengthening the relationship that determines whether a Member will refer a client, contact, friend or family member to us.
To add to this list email Wendy@PowerCore.net