Getting Referrals

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Getting Referrals Relationship SellingSAL
PELLEGRINO
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I. Best Practise Relationship Selling
Referrals

• Why do relationships fail ?
• Ten ways to create great relationships
• Creative ways to dig deep and make the
  relationship more satisfying

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Sals Local Les Mills Club O2 Fitness, Raleigh
NC

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Club Relationship Building Initiative Cross
Facility Relaunch Event
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Princeton NJ Club Relationship Building
InitiativeMeet the GF Manager Guidance Session
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I. Best Practise Relationship Selling

• Why Do Relationships Fail ?
• We take them for granted
• They must be important to you
• We let competitors in
• No sense of ownership
• We leave them to chance
• We stopped thinking
• Thinking is the hardest thing to do which is
  why so few of us do it. Henry Ford

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I. Best Practise Relationship Selling

• 10 Ways to Create Great Relationships
• Based on the book by Steve Chandler 50 Ways
  to Build a Great Relationship
• DONT BE SAFE AND COMFORTABLE Butterflies are
  good.
• COMMIT AN ASSAULT ON PROBLEMS no problem can
  withstand an assault of sustained thinking!
• BREAK SOMEONE UP Dont forget humor in the
  workplace!
• MAKE A FRIEND Its all about making friends.
  Get as personal as possible be likeable.
• 5. THINK AND THANK make the experience
  unforgettable. The more we practise appreciation
  the better.

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I. Best Practise Relationship Selling

• 10 Ways to Create Great Relationships
• SHIFT YOUR GEARS be a giver not a taker
• a. Do things for others
• b. Focus on what you will give the relationship
• c. Be creative and figure out how to give back
  to the client
• d. Offer a level of service, fairness and
  commitment that nobody else can offer keep
  the competition away!
• ASTONISH SOMEONE Now that you have mastered the
  art of the unexpected. We must go beyond
  satisfaction the art of astonishment!

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THE ART OF ASTONISHMENT
Sals Best Practise for The Art of Astonishment

Sal Pellegrino lives and works in Miami, where he
manages a health spa. Meet us in the steam room
after closing, Sal.
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Sals Best Practise for Being Creative
Figuring out How to Give Back to the Client

Sal was dorm mates at University of Miami with
Ray Liotta. Ray asked Sal to read lines with
him one day. at the end of the session Sal told
him he should change his major. Chuck Fedora,
Precor colleague
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I. Best Practise Relationship Selling

• 10 Ways to Create Great Relationships
• LIFT PEOPLE UP be optimistic help them when
  they are in a bind
• JUST BE STRAIGHT the customer likes real
  focus on getting the job done right!
• REALIZE THAT THE POWER TO REKINDLE LIES WITHIN
  YOU!

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I. Best Practise Relationship Selling

• THE WHO THE HECK IS SAL PELLEGRINO TOP TEN WAYS
• TO GROW THE RELATIONSHIP
• BE AN INDUSTRY SPECIALIST Learn and Share the
  info
• BE A GUEST SPEAKER FOR YOUR CLIENT OR HIRE ONE
• LEARN MORE ABOUT THEIR BUSINESS Focus on their
  plans pains
• DEVELOP RELATIONSHIPS AT MULTIPLE LEVELS
• DONT BE AFRAID TO BRING ALONG YOUR BOSS

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I. Best Practise Relationship Selling

• THE WHO THE HECK IS SAL PELLEGRINO TOP TEN WAYS
• TO GROW THE RELATIONSHIP
• RE-INVENT YOURSELF mentally and physically
• VISIT THEM OFTEN Learn from competitors
• EARN THE RIGHT TO GO TO PEP RALLYS
• THANK YOUR TEAMATES (Andrea, Chuck, Jeff, Bill
  and Ballew)
• SHARE THE INFORMATION LEARNED FROM LARRYS GUEST
  SPEAKERS. (Steve Miller Jeffrey Gitomer)

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I. Best Practise Relationship Selling

• THREE KEYS TO RELATIONSHIP GROWTH - A TEAM
  APPROACH
• HOW TO KEEP A RELATIONSHIP
• HOW TO REPAIR A DAMAGED RELATIONSHIP
• HOW TO ESTABLISH A NEW ONE
• WE NEED YOUR PARTICIPATION THE ART OF SHARING
• WE ARE LES MILLS

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I. Best Practise Getting Referrals

• How to Get a Referral
• Your best new prospects are your present
  customers.
• You cant get a referral without first having a
  trusted partnership/relationship
• You cant get a relationship without earning it.
• Relationship ? Trust ? Business ? Relationship ?
  Trust ? Referral rights
• Earn the business
• Provide excellent service, value, and followup
• Ask for the referral after you have delivered
  proven value (your report card)

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I. Best Practise Getting Referrals

• From Jeffrey Gitomers own experience and
  advice.......
• The WORST way to get a referral is to ask for one
  right after you make a sale, but before you have
  performed. Big Mistake. Why would someone risk
  a referral on an unproven product or system?
• A GOOD way to get a referral is to ask for one
  after you have delivered value to the customer
• A BETTER way to get a referral is to earn one
• The BEST way to get a referral is to GIVE one

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I. Best Practise Getting Referrals

• The best way to approach and work a referral?
• (is NOT to approach and work a referral, but to
  partner with your customer and get them to do it
  for you)
• Must get your customer involved
• as an additional salesperson - removes any
  hesitation or barrier
• to talk about you / your products and services as
  third party endorsement
• Strategy
• Get your customer to give the referral
• Get your customer to call and make an
  introduction
• Get your customer to set up a three way call
• Get your customer to set up a three way
  lunch/breakfast meeting
• Get your customer to tell you everything you need
  to know to make a personal impact

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I. Worst Practise Getting Referrals

• Sals TOP FIVE things to avoid
• How NOT to be successful in referrals
• Asking for a referral immediately after the sale
  with uproven product /service
• Asking for a referral before youve earned it
  (60-90 days)
• Asking for a referral from a customer not 100
  proven happy and successful with your product,
  services and results
• Accepting the referral and putting it into your
  sales kit without first checking / secret
  shopping the strength of what your customer is
  saying
• Grabbing the referral and running. Thank your
  customer by bringing them a referral/value if
  you get them business, theyll find new ways and
  new people to keep doing the same for you.

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