Page 110 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Sales Strategies
Professional Coffee Meetings
They told me they used the money to obtain some software they were puting off and also to hold a company function for their mangers.
They actually took Joel out to lunch to tell him about the results, so it was good all around.
This is your story – learn it!!
Decide to learn this story word for word or learn your own
Step 9
Follow up is imperative – every time!
Send a handwritten notecard after every professional coffee meeting... “It was great to meet you...”
“Here’s another coffee on me (send a Starbucks card)”
“Next coffee will be on you!” (a little levity)
Decide to send a handwritten note immediately after every meeting
Step 10
Nurture the relationship with those where you connected
You need to follow up with the ones (maybe it’s only 1 out of 10 of them) where you feel a good connection was made:
1) Call again
2) Lunch
3) Coffee
4) DV – did you ask?
5) Pulse
6) Offer Pulse without branding to one or two – script to follow - next step
7) SMARRT steps
8) Plant a tree for them
9) LinkedIn message
10) Drip – do they specialize in a vertical – are they a potential paid referral source? Can you become a specialist cost reduction consultant for that vertical?
If it is 1 out of 10 - that means you make a good connection every 5 weeks.
Decide to follow up with each connection with a series of touches Step 11
This should be done with a few of them – not all
Manual Revised: April 3 2025 Confidential
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