Page 108 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Sales Strategies
Professional Coffee Meetings
Step 5
Research them before you meet.
Google them and Google their business
Website
LinkedIn
Other Social Media
Ask other professionals about them and their background Drive by
Decide to put in the work and do the research
Step 6
Know your openers.
“I’m glad I got here on time, I was in the middle of a great meeting and had to cut them short a little bit to make sure I respected your time.”
Begins rapport and claims credibility
“Do you come here often? (if it’s at a coffee shop). Yeah, I’ve got a favorite spot where I meet clients all the time. I meet people at...”
“I’m glad you like Starbucks. (if you’re bringing drinks to their office). I think I finance Mr. Starbucks’ (or Mr. Dunkin) summer home and his kid’s college fund”
Decide to prepare and memorize your openers so they are natural and authentic
Step 7
Know your questions
“I love to learn about other professional businesses. Is it OK if I ask you a few questions? (sets the agenda). Is it OK if I take a few notes as we go along?
In a very conversational manner...
Please tell me about your business.
I saw on your website...
How did you get started in the business?
How long have you been doing it?
Do you have a target market or specific niche?
Who are your main competitors?
What’s your edge?
How do you obtain most of your clients?
Do your competitors do anything different than you to get clients?
Manual Revised: April 3 2025 Confidential
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