Administrative Staff Development

PROGRAM :GETTING REFERRALS: MAXIMISING YOUR SALES OPPORTUNITY

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INTRODUCTION

Getting referrals is a great way to grow your business. Salespeople who generate at least 25% of their business from referrals make on average more than 4 times the amount of salespeople who don’t.

Sales professionals undergo shorter sales cycle, enjoy higher conversion rates, and reap a higher return-on-investment (ROI) when dealing with referrals.

Unfortunately many salespeople are not sure how to get referrals, some are afraid or forget to ask for referrals.

This workshop helps salespeople be familiar with ways of getting referrals and overcome challenges in getting referrals.

OBJECTIVES

At the end of the program, the participants will be able to:

Formulate strategies to stay apart from competitors
Create customer profiling to accelerate business
Leverage on existing customers to increase results
Build referral system
Apply skills in getting referrals
Implement referral action plan

TARGET AUDIENCE

Sales & Marketing Personnel

PROGRAM OUTLINE

Module 1: Positioning your business

Create sales strategies that are consistent with your goals.
Develop service strategy that separates you from competitors.
Leverage your business time to increase sales leads.

Module 2: Creating a Customer Profile

Identify the types of clients you truly want to attract and retain
Position yourself as the expert to accelerate your business.

Module 3: Ask for Referrals

Techniques of getting referral
Identify opportunities to get referrals in every step in sales process
Script for getting referrals
Build a Referral System

Module 4:

Do’s and Don’ts when Getting Referrals

Earn the right to obtain referrals
Overcome fear of asking for referrals
The best time to get referrals

Module 5:

Creating a Contact Strategy

Build a referral action plan
Referral strategies

WORKSHOP BENEFITS

At the end of the program, the participants will be able to:

Formulate strategies to stay apart from competitors
Create customer profiling to accelerate business
Leverage on existing customers to increase results
Understand the psychology of customers in getting referrals
Build referral system
Apply skills in getting referrals
Implement referral action

COURSE TRAINER

STATUS: TNI-ILM Associate Trainer

ACADEMIC QUALIFICATION:

Masters in Human Resource Development (2001), UPM
B.Sc. Education (1990), University of Malaysia
ISO Auditor (1995)

PROFESSIONAL QUALIFICATION

Certified Trainer for Development Dimension International – Interaction Management and Customer Service Modules
Associate in Customer Service
Train-the-Trainer for Basic Agency Management Course by The Malaysian Insurance Institute.
Train-the-Trainer for Registered Financial Planner Module One by The Malaysian Insurance Institute
Fellow in Life Office Management Association
Fellow in Malaysian Insurance Institution – Life Underwriter Training Council.

WORKING EXPERIENCE

Has been involved in the Life and General Insurance Industries for the past 18 years.
He has authored an ebook. Also an expert author in ezinearticle

TRAINING EXPERIENCE

His many years of experience in training has exposed him to different training fields and dimensions

COURSE FEES

In-House Course Fee :	Call 6016-216 1383 (Mr. Jimmy Ong) or Fill in Inhouse Request Form	Inhouse Course Request Form
Public Course fee:	To Be Advised	Public Course Registration
Date/s :	TBA (2 Days Program)
Time :	9am – 5 pm daily
Venue :	In House/Hotel/TNI Centre