Page 86 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Getting To Know You
The ability to ask more probing questions is your key to really increasing your results. Have you thought about the questioning process/conversation planning – think hard? I would like to understand your business better so I have a few questions to ask. OK? I always find it’s better if I keep a few notes as we go along. OK?
1) I guess the first one isn’t really a question – please just tell me about your business so I can get a good feel.
2) Tell them you looked at their website and make a comment or ask some questions about that.
3) Do you have any specific target markets or a niche market?
4) So what do you think is your competitive advantage?
5) Do you remember back to how you got your best customer?
6) Is that the same way you get most of your customers? What is your best method to get customers?
7) I’m assuming you’re looking for referrals. Who refers to you now?
Manual Revised: April 3 2025 Confidential
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