3.Remember to make eye contact and listen with genuine interest. You are certain to create an unfavorable impression if you give your prospect idea that you are not fully present in conversation. Unfortunately, we are often busy game-planning our response instead of truly listening to what is being said. I suggest that you occasionally repeat verbatim what your prospect says – especially their key words or phrases. Restating in your own words serves to clarify communication, but you deepen rapport when you use their words.

4.During your needs analysis interview, I recommend that you ask open-ended, clarifying questions with who, where, what, when and how. Open-ended questions will require your prospect to give in-depth responses. Become an active listener. While it is important to educate your prospect about your product or service, as a general rule you should listen more than you talk. Keep your attention focused on your prospect and avoid temptation to interrupt and dominate conversation. The quickest way to destroy trust and rapport is to interrupt another person while they are speaking. If you do interrupt, minimize damage by apologizing and ask them to please continue.

5.Dress and act professionally. While it may seem unfair, we are judged on our appearance. Research indicates that people form a lasting impression of us within first five minutes. Be personable but not overly familiar. If appropriate, occasionally call your prospect by their first name. The sweetest sound to human ear is sound of our own name.

· 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.