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· Let your existing advocates assist you in training your potential advocates. Develop an action plan to contact your potential advocates and invite them to a breakfast or lunch along with one or two of your best advocates. This low-pressure approach is effective because you merely guide discussion and allow your advocates to share their referral techniques.
· Stay in contact. Put your advocates on a suspense list to contact them quarterly. Consider calling or mailing them something of interest, such as an article or newsletter.
How do I train my advocates to prospect effectively?
· Teach your advocates how to approach a prospect. Be careful not to let them overeducate their referrals. Role-play actual words you would like them to use when they introduce you. I suggest that you coach them to say what it is that you do - not how you do it. Keep it simple and short.
· Prepare them for standard objections that they may expect to encounter from a prospect. If they are not prepared to deal with typical objections, they will be less effective and will potentially be discouraged from future prospecting attempts.
How do I reward my advocates after they have provided me with a referral?
· Send them a thank you card and or call them to thank them for referring a prospect to you. Keep them informed on status of their referrals. You must have a system in place to provide feedback to your advocates or they will not feel appreciated and will loose interest.
. Consider giving them a small gift for their involvement, such as a gift certificate to a local restaurant.
John Boe, based in Monterey, CA, helps companies recruit, train and motivate top-quality people. To view his online Video Demo or to have John Boe speak at your next event, visit www.johnboe.com or call (831) 375-3668.