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Jeb Blount
“Hi, Roger, this is Jeb from XYZ agency. The reason I'm calling is, in reviewing your current coverages, I noticed that you have your cars and home insured with us, but we don't have an umbrella liability policy set up for you. I want to schedule a short meeting with you to review your current situation and identify any coverage gaps that could create a risk for you and your family. How about Thursday morning at 11 AM?”
script
Poor people choose now. Rich people choose balance. —T. Harv Eker, Secrets of the Millionaire Mind
“Patricia, thank you again for your business. I'm glad to hear you are happy with us. I'm working hard to add more customers like you. Would you be able to introduce me to other people in your network who might want to use our product?”
asking for referrals
When I've had a positive conversation, I will also send a short text to thank the person for taking time to speak with
me, followed by a LinkedIn connection request to further anchor familiarity. Finally, I log any leads in my CRM no later than the next morning. If I promised to send something, schedule an appointment, or introduce them to someone else, I schedule a task and take action within 24 hours of the event. Then I follow up on a regular basis until I move my networking prospects into the pipeline.
prospecting and making connections at networking events
The secret: Speak in public, regularly.
Public speaking is a powerful method for meeting people and developing business relationships because it creates an environment where prospects seek you out.
You can easily get speaking gigs. Organizations like the chamber of commerce, Rotary Club, trade organizations, and other business and civic groups are always in need of guest speakers.
Speaking allows you to showcase your knowledge. It also gives you tremendous visibility and credibility. And because so few of your competitors do it, it will set you apart, enhance your personal brand, and create a greater sense of familiarity with your prospects.
the five Cs of social prospecting along with the five categories of social selling tools that help you become more efficient and effective in your efforts. Five Objectives of Social Prospecting (Outcomes) The Five Cs of the Social Prospecting Process (Effective) Social Prospecting Tools (Efficient) Personal branding and building familiarity Connecting Engagement tools Inbound prospecting via education and insights Content creation Creation tools Trigger-event and buying-cycle awareness Content curation Curation tools Research and information gathering Conversion Distribution tools Outbound
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social selling
Personal branding expert William Arruda says that “an effective LinkedIn summary makes people want to know more about you and, ultimately, connect with you one-on-one.” This is also true of the “about you” and bio sections on each of your social media profiles. You can go long form on LinkedIn, Facebook, and Google+ and get creative with short and sweet descriptions on Twitter and Instagram. Writing a perfect summary that connects with the reader requires thoughtfulness and effort. It's your story, and it should make people want to meet you. It should be well written, compelling, and truthful.
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Sam Richter's book, Take the Cold Out of Cold Calling.
The Five Cs of Social Selling
book Smart Calling, Art Sobczak
“I'm helping several restaurants in town with significant savings on supplies. I thought we could meet so I can spend time learning about you and your restaurant to see if what we offer might be a fit.”
Mike Weinberg's Power Statements and sales story development process, detailed in his book New Sales. Simplified.
“A well-known principle of human behavior says that when we ask someone to do us a favor, we will be more successful if we provide a reason. People simply like to have reasons for what they do.”
Sample setting appointment
Here is an example of an e-mail to a COO of a bank. It leverages the four-step framework:
James Loehr was one of the first experts to identify the “psychology of winning.” He described seven core dimensions of mental toughness:3
