Purpose
Generate $5,000 or more in sales commissions on your very first in-person meeting or your third phone call. Help all professional referral sources to see the benefit of sharing every prospect they have not converted in the last six months with you so you can help to cross-sell them.

SPECIAL NOTE: This is a perfect strategy if you’re inviting your professional referral sources to a Synergy seminar. If you invite 10 people, you could generate over 300 leads right at the seminar, which could be converted to $50,000 in extra commissions if you follow this strategy. The Synergy presenter will teach every one of your guests why they need you to help them follow up on their leads. Sit back and enjoy the ride!

Steps
1. Obtain answers to at least the top 3 questions (Current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a Business Development seminar.

Don’t make this harder than it is. It very very simple--you ask questions, help them understand their need for you, and then present them with a solution. PLEASE MAKE SURE YOU FOLLOW EVERY STEP JUST AS IT’S LAID OUT! If this doesn’t work for you, please call your ActionVision certified consultant for assistance and coaching.

Detail to Each Step
1. Obtain answers to at least the top 3 questions (Current work hours/hours goal, sales closing ratio, WOW income goal) and work to gather all 7 key questions.
2. Let them know you can help them achieve their full potential.
3. Show them how much money they are losing & give a taste of how you can help them achieve their WOW income goals.
4. Identify two major reasons people do business with them, and then build a cross-selling script.
5. Ask them how many of the leads they would like you to target to cross-sell them.
6. Ask them when they believe they can have their leads from the last six months compiled.
7. Schedule the next time to get together with them, or invite them to a Business Development seminar.

Step #1 – Ask powerful questions
Use short sales presentation to lead into asking at least 3 key questions with the intent of going after all 7.
"Hi! My name is ________________, and I do business a little differently than others in my industry. I work with twelve top professional referral sources to help them increase their income and decrease the number of hours they work. The way I do this is by implementing systems that will cause your business to grow even when you are not at work I don’t know if my systems can help you as much as they have helped others, but if I could just ask you a few quick questions, I would have a much better idea if I could help you increase your income and decrease the number of hours you’re working. Would that be OK?”

If they say “NO” or “I don’t have time”, say, “That’s not a problem. Very quickly, how many hours are you currently working and how many would you like to work? If you had 10 leads, with a lead being a name and a phone number, how many would convert into clients for you? (Average in most industries is 1 in 10.) Lastly, what would be your WOW income goal—an amount that would really excite and motivate you?”

You must get some information. Once you get some type of information, you can also call them back at a later time and say, “Hi, ______________. This is ___________________, and we talked the other day. You said you wanted to get the number of hours you worked down from ___ to ___ and get your income up to ___________, and I came up with a couple of great ideas (at least, I think they’re great), and I wondered if you could spare a couple of minutes for me to share some of them.” When they say yes: “I have a couple of other quick questions before I share my ideas. Is that OK?” (Finish asking the 7 key questions or start getting into the Mini X-Ray.)

Step #2 – Show them how much money they are losing
Once you get the sales closing ratio, you are able to show them how much money they are losing.
“WOW, ____________, that’s great that you’re at a ___% sales closing ratio. The average in most industries is 10%, and you’re ___ times as good as that. Way to go--you’re awesome!!! On the other hand, it still means you’re not getting paid for ___% (100% less the sales closing ratio) of the work you do. Boy, is it going to be tough to achieve your WOW income goal of _______________ and decrease the number of hours you’re working from ______________ if you’re not getting paid for___% of the work you do. Wouldn’t you agree, prospect’s name?

“How many leads do you get on a monthly basis on average? Most sales professionals get at least 10 a month or could be getting 10 without a huge amount of work. If that’s the case for you, that would mean that you have around ___ (usually at least 48) leads over the last six months that you’ve worked on but haven’t been paid on. If your average commission was, say, $5,000, that would mean you’ve lost about $250,000 in income over the last six months or $500,000 in income over the last year. If there was something I could do to help you recover $25,000 to $40,000 of that lost money the next time we get together (or after we attend the seminar), would you like some help in this area?”

Step #3 – Identify why their clients do business with them
(Pause, put your hand on your chin) Hmm. I will give that some thought. prospect’s name, what are the two most important reasons you believe people will do business with you? If I could help your prospects better understand the value of working with you because of #1 reason and #2_reason , do you believe that would help you go from
____% (old sales closing %( to
___% (new_sales_closing %)?
If we worked on this together and I could cross-sell you to help you really increase your income and decrease the number of hours you’re working, would you give me an opportunity to compete for the business you could refer to me?

Step #4 – Ask them how many leads they would like you to target to cross-sell them
When you’ve done steps #1 and #2 correctly, step #3 is easy.
“With my 12 best professional referral sources, professional referral’s name, I like to put together a script to cross-sell each referral source. I find that if I come in as a third party, anything I say about you provides you with a very powerful endorsement and increases the likelihood of closing the sale. I might say something like…

“Mr/Ms. prospect’s name, professional referral’s name asked that I give you a quick call. I have been able to help save some of his/her clients a great deal of time and money in the professional referral’s industry process. I also wanted to congratulate you for considering to work with professional referral’s name as I work with many different professionals and have found
professional referral’s name to be very professional and efficient. He/She really helps his/her clients to reason #1 and reason #2. Have you made a final decision yet about what route you’re going to take in what they are planning on doing for the prospect. Would you have any suggestions or ideas on how professional referral’s name could provide better service to you?

Professional referral’s name, I would obviously clean that script up some before using it, but I wanted to give you an idea on how I might be able to cross-sell you. If I could just help you turn 5 of those 48 leads back to you, it could earn you $25,000 in extra income. How many of those leads would you like me to call and cross-sell for you?

They will probably want you to call ALL of them.

“I will work on scheduling calls to each of them over the next 30 to 60 days. Could you please identify the top 5 to 15 leads with whom I could help you the most right now? If we did this on a regular basis, it could help you increase your sales closing ratio from ____% to ____%; that would double or triple your business. What do you think about that?”

Step #5 – Ask them how long it will take them to compile the list
Ask them when they believe they could have a list of the last six months’ leads compiled.
“OK… Let me understand what we’re setting out to do together… The next time we get together, you’re going to have all of your prospects from the last six months, and I’m going to work on cross-selling you with the goal of generating $25,000 or more in added income for you. Sound about right?”

Step #6 - Schedule time to get together
Schedule next time to get together with them or invite them to a Business Development seminar.
“When would you like to schedule a time to get together so I can start working to put that $25,000 in your pocket rather than in a competitor’s pocket?”

Action Workshop Note
Action Workshops have been developed to teach the natural laws of growing one’s business and are extremely powerful in showing the value of developing and following through with seminars. The Synergy presenter will WOW those in attendance with their understanding of the importance of putting systems in place and working with you. If you follow the above steps, you could walk away with over 300 leads. All you have to do is get them to attend the 2- to 6-hour workshop and get them to bring all their leads.

The following script could be used to get people to attend the workshop. IMPORTANT NOTE: It is very important that you’re excited and that you follow-up with them more than once to make sure they will actually attend. Once they’re present, we will do the rest, but you need to get them to attend. CALL THEM 24 HOURS PRIOR TO THE SEMINAR TO MAKE SURE THEY’RE GOING TO ATTEND, that they’ll bring all unconverted leads from the last six months, and that they’re excited about what they’re going to learn and do.

“Hi, __________. This is ________________ with _____________________, and I wanted to give you a very special invitation to an exclusive Action Workshop that we are offering to your top referral sources. We are bringing in a national speaking/executive coaching firm to do a business development seminar, and I know it will benefit you a great deal. It’s helped other professionals to double their income and decrease the number of hours they’re working. If you bring all of your leads from the last six months that you haven’t turned into sales, they’ll show you how to walk away from the seminar and turn those leads into income. I’m told that normally this seminar runs between $450 and $790 per person. Since we’re sponsoring it, there’s absolutely no cost to you as long as you pre-register. Is that something you would like to do right now? If for some terrible reason you’re not able to attend, the only thing we request is a 72-hour notice of your cancellation so we can invite someone else.”