When
you do call these prospects you could offer them one of two things,
first you could offer them a commission for referring you business.
Your second option would be to offer them referrals in return for their
referrals. It’s a great idea, huh? Oh, so now you want something you
can bite your teeth on? If you don’t ask, you don’t get, are you ready?
Ok then, below I've included an example "Mr. Cold Call Opening
Statement."
PROSPECT: "Hello?"
YOU: "This will be the most important call that you take today!" (pause)
PROSPECT: "(they will laugh and may say) Is that right? (or they may say) Why is that? (or they may say) Ok?"
YOU:
"(FIRST NAME OF PROSPECT), here’s why it’s important for you to take
this call, my name is (YOUR NAME) and I work for (YOUR COMPANY), we are
a licensed and bonded residential cleaning service and being a realtor
I’m sure that you come across situations when your clients may need a
cleaning service to sell their house, no? (pause) On the same token, we
have come across situations in which we could also refer you business
as well. (FIRST NAME OF PROSPECT), I was thinking we could work out a
referral exchange program that could include an exchange of leads
and/or monetary incentives? (pause)
How
does this example sound? Here are a few things to keep in mind, first,
make sure that you stay in contact with your referral source every few
weeks or at least once a month. Secondly, once you do have a verbal
agreement I then suggest that you put this into writing. If you really
want to legitimize this agreement I would then have both parties sign a
contract. The idea of having a signed contract is not necessary,
however, it does bind both parties to an agreement and a common goal.
Copyright 2008 Mr. Cold Call Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call
Mr. Cold Call is the author of "How To Have Fun Cold Calling” and "115 Common Sales Objections, 156 Clever And Savvy Responses."
According to Mr. Cold Call, "Your cold call success is dependent on 11
winning personality traits (known as your Telephone Persona Of
Success!)." Collectively, these traits allow you to uniquely market
yourself over the telephone so that you can inspire your prospect’s
curiosity and reduce their resistance. Are you interested in finding
out more about Mr. Cold Call? Then
sign-up for his free weekly cold calling tips at www.mrcoldcall.com
