Page 109 - Schooley Mitchell Marketing Manual
P. 109

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Sales Strategies
Professional Coffee Meetings
Do you do any networking?
Which events/groups do you find most beneficial?
How did you get started with that group?
Do you have any specific networking buddies/associates?
So, in your niche, or otherwise, what does your ideal client look like?
Do you grow through referrals?
Who are your best referral sources?
What’s the message you want them to give?
Do you ever do webinars or seminars?
Are you a member of any associations?
Is social media effective for you?
Which platforms do you use most?
Do you use video to promote your business?
What do you feel is your prospect’s biggest objection(s)?
How do you address that issue?
Technology has affected pretty much everybody, how has it affected you or your business?
What do you see for the future? How do you think it will affect your business?
Well, our twenty minutes is up, this has been great...
When you’re not working all the time, what do you do for fun?
Decide to craft a complete list of questions for professionals and customize a bit for each profession
Step 8
Story – pick the right time Know your story word for word
Actually, that makes me think about a friend of mine, Joel. I actually knew him before I started my Schooley Mitchell business. He’s in consulting too.
He was always looking to improve his business, and after I started to acquire a few clients for my business, there were a couple that I was able to refer to him. He referred one of his to me too.
The client was a little skeptical at first, but he had mentioned to Joel that he was mad at his telecom vendor because of lack of response. It made Joel think of me, but the client didn’t think we could help him. Joel just said, why not have them take a look, there’s no cost if they don’t find anything for you?
The client ended up having us look at three cost categories for them and was really pleased when we were able to recover some billing errors for more the $5,000 for them. We also reduced their annual cost for telecom, courier, and waste costs by over $20,000. They have now asked us to look into 2 other categories for them as well.
  Manual Revised: April 3 2025 Confidential
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