2. PHRASES TO FEAR
 “The check is in the mail”

3. PHRASES TO FEAR
 “The check is in the mail”

4. PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”

5. PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”

6. PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”
When asking for referrals...

7. PHRASES TO FEAR
 “The check is in the mail”
 “I gave at the office”
 “Let’s just be friends”
When asking for referrals...
 “I’ll keep you in mind.”

8. HOW TO ASK FOR
REFERRALS

9. SELLING SMART WORKSHOP TODAY:
GET TO MORE CUSTOMERS BY HIGH-FINESSE
NETWORKING
Workshop : With the coaching and tools shared in
this workshop, attendees can achieve the goals
they set for networking, and also feel better about
being a networker, and asking for referrals.
Panel Q & A : How networking works, real-world

10. SELLING SMART WORKSHOP:
FORMAT
Workshop : Greg Peters 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application of Networking
Specific challenges in your business
Anything

11. SELLING SMART WORKSHOP:
GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING
Megan Crosbie –
Charles Reinhart Company
Greg Peters –
The Reluctant Networker, LLC
Joe Marr, Jr. –
Sandler Training Ann Arbor

12. SELLING SMART WORKSHOP:
THE BOARD OF DIRECTORS
Maya Adrine–
Golden Limousine International, Inc.
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

13. FOLLOW A LIST TO BETTER
REFERRALS
 L
 I
 S
 T

14. FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 I
 S
 T

15. FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 S
 T

16. FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 Share your requests
 T

17. FOLLOW A LIST TO BETTER
REFERRALS
 List your wants and needs
 Identify who can help (and how)
 Share your requests
 Thank them

18. LIST YOUR WANTS AND NEEDS
Be a kid at birthday time

19. LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early

20. LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early
 Be specific

22. LIST YOUR WANTS AND NEEDS
Be a kid at birthday time
 Prepare it early
 Be specific
 Have a long list

23. LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales

24. LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone

25. LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers

26. LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers
 Strategic Partners

27. LIST YOUR WANTS AND NEEDS
What do you want? 5 S’s
 Sales
 Stepping Stone
 Suppliers
 Strategic Partners
 Suggestions

28. ACTIVITY
So, what do you want?

29. IDENTIFY WHO CAN HELP
 Who can help you?

30. IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.

31. IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?

32. IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?

33. IDENTIFY WHO CAN HELP
 Who can help you?
If you don’t know them, find a stepping stone.
 Who will help you?
If they won’t, adapt the request

34. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

35. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

36. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

37. SHARING YOUR REQUEST

38. SHARING YOUR REQUEST

39. SHARING YOUR REQUEST

40. SHARING YOUR REQUEST

41. SHARING YOUR REQUEST

42. SHARING YOUR REQUEST

43. THANK THEM
The 5 R’s of Referral Gratitude
 React

44. THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect

45. THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report

46. THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

47. THANK THEM
The 5 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate
 Reward

48. QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel
about:
The workshop
The panelists application of tactics
Specific challenges in your business
Anything

49. SELLING SMART WORKSHOP:
GET TO MORE CUSTOMERS BY HIGH-FINESSE NETWORKING
Megan Crosbie –
Charles Reinhart Company
Greg Peters –
The Reluctant Networker, LLC
Joe Marr, Jr. –
Sandler Training Ann Arbor

50. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
52 Connection Tips – “T”
Raffle (Free e-book, too!)

52. Selling Services by a Proven Process