Page 260 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Sales & Marketing Training Overview
9) Referrals – The key to the business a. Existing Clients
i. SMARRT – Relationship Builder – deliver value continuously ii. Ask – Four things
1. Referrals – specific
2. Testimonial letter
3. Reference
4. Paid referral relationship
iii. Develop and nurture paid relationships iv. Deliver DV – regularly
v. Lunch program with clients
vi. Provide training/knowledge to them vii. Handwritten notes
viii. Associations
ix. Deliver education – seminars, webinars, etc.
x. Must! – Client Relationship tracking sheet for every client
b. Centers of Influence
i. Talk to them, get to know them, ask them
ii. Provide value to them – Pulse, DV, Referrals, training to them and their clients iii. Promote them – Testimonial, Splash Page, Social Media
iv. Paid relationship
v. Keep them fully informed at every stage with every referral they provide
c. Keep all referral sources fully informed at every stage of our process with every referral – Appointments, Briefing, Delays, Service Agreement, Production Process - periodically, Value Report, Acceptance, Implementation, Post Audits
d. Inform Every Client’s Accountant about results of assignment with our joint client
e. Coffee Meetings Program – Minimum two per week with other advisors – every week!
f. Paid Referral Relationships – Be relentless but not a mongrel – One new paid relationship every month
i. Clients
ii. Networking contacts
iii. Organizations/Associations/Buying Groups iv. Sales people – bird dogs
Manual Revised: April 3 2025 Confidential
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