Page 60 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Tell & Ask
Ask
Ask for six separate things:
1) Referral directly to another prospect 2) Testimonial letter
3) Reference approval
4) Paid referral relationship
5) Introductions
6) As sociation
1) Ask if they will refer to you. you must be specific: • Neighbours North-South-East-West
• Vendors
• Customers
• Networking associates • Personal connections
2) Ask for a testimonial letter upon the completion of every assignment (Warehouse)
• It's preferable if your client writes it, but if they are too busy there is nothing wrong with offering to write it for them so they can approve it and copy it onto their letterhead for signature. Call them to
offer to write it if they don't respond within a reasonable time.
• Don’t give up on this – it’s one of our most valuable weapons! Go back and ask again if you’re not
successful the first time.
3) Ask if you can use them as a reference for others to call
4) Ask if they are interested in a paid referral relationship (shared revenue model) – share the wealth
5) Ask if they will introduce you to others, preferably by bringing their contact to coffee or lunch with you. If they aren't able to do that, a telephone or email introduction would be the next best steps.
Manual Revised: April 3 2025 Confidential
Those who don’t ask, don’t get
- 58 -