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Train And Reward Your Advocates
An advocate is a person who's willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.
Once you're given a prospect, it's a good idea to take the time to role-play with your advocate to demonstrate how to approach and talk to the referral. A brief role-playing exercise will build your advocate's confidence and keep him or her from overeducating their referrals.
During your role-play session, be sure to prepare your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection.
Always take the time to thank your advocate and give him or her feedback on the status of the referrals. I recommend that you call them and then follow up by sending a thank you card, promotional product and/or gift.
Source: John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. He is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry.
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