0071462074
Bob Burg
Notes
Prospects respond positively when a salesperson has posture, because they assume that if you value yourself enough to act in that manner, your product or service must be of value…The amount of posture you have and the amount of posture you display is directly proportional to the number of quality names on your list – on your inventory
Girard’s Law of 250 – Each of us has a sphere of influence of about 250 people.
All things being equal, people will do business with, and refer business to, those people they know, like, and trust
The one question that separates the pros from the amateurs: How can I know if someone I am speaking to is a good prospect for you?
Thank-You Notes
- A note should be a non-pushy, simple, brief note, written in blue ink
- “Hi ___. Thank you. It was a pleasure meeting you. If I can ever refer business your way, I certainly will.
- Note Card:
- Individually designed
- 8 X 3.5 inches
- Top right-hand corner is company name and logo
- Beneath that is picture
- Beneath that is name
- Below that is company address and telephone number
- Successful people write thank-you notes all the time
During some downtime, take 25-30 of your note cards. Leave room at the top for salutation. Beneath that write your generic note:
- “Thank you. It was a pleasure meeting you. If I can ever refer business your way, I certainly will.”
Scratch pad (Gift) – You want them, when they HEAR your name, to know your face and what you do for a living. You want them to SEE your picture and make the connection between your name and what you do for a living. And when they, or someone they know, want or need what you have to offer, you want them to immediately think of your name and know your face.
“Dear ____. Thank you so much for your kind referral of ___ ___. You can be assured that anyone you refer me to will be treated with utmost caring and professionalism.”