1: Click here for the the mental model of a business.
2: Click here to download the working papers. Make four copies.
3: When you've labeled your drawers with the products or services that your clients think they're paying for when they write you a check, click here to start identifying the hanging folders in your most profitable drawer.
4: When you're ready to plan a series of six InfoMinutes, click here:
5: When you'd like to make better use of your time, click here:
6: When you're prepared to plan an editorial calendar of self promotion for a year, click here:
If the link you're looking for isn't up yet (I'm just starting this page!) leave me a message in the comments. I'll let you know when the next step is ready.
The sales mantra is: never discuss price until first you've established value. It's the opposite for referrals. To get referrals talk dollars, talk price early. Here's why:
It isn't profitable to tell one person everything you do - they'll get bored in about a minute. Use these tools to develop 864 profitable minutes of self promotion.
A referral activator is an advanced marketing tool. Ready . . . set . . . go make money!
The ability to think about the other person while you're talking is a competitive advantage. That's what scripts give you.
Have a presentation opportunity? Want to get referrals? Start with the boundary of time.
Referrals take repetition. What to do, then, when you're worried your next message will conflict with someone else at the table?
Photo courtesy of Upupa4me