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The Secret Referral Framework To Get 5+ Referrals From Every Customer
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Transcript
Taylor Armstrong's Journey
00:00:03
Speaker
Welcome to the Solarpreneur Podcast where we teach you to take your solar business to the next level.
00:00:08
Speaker
My name is Taylor Armstrong.
00:00:10
Speaker
I went from $50 in my bank account and struggling for groceries to closing 150 deals in a year and cracking the code on why sales reps fell.
00:00:19
Speaker
I teach you to avoid the mistakes I made and bring in the top solar dogs of the industry to let you in on the secrets of generating more leads, falling up like a pro and closing more deals.
What is a Solarpreneur?
00:00:31
Speaker
What is a Solarpreneur you might ask?
00:00:33
Speaker
A Solarpreneur is a new breed of Solar Pro that is willing to do whatever it takes to achieve mastery and you are about to become one.
00:00:43
Speaker
What's up, solopreneurs?
Introduction to Referral Framework
00:00:44
Speaker
Today, I'm going to be rolling out my top secret referral framework.
00:00:48
Speaker
The secret that has allowed me to get 10 plus referrals, not every time, but almost every time in my appointments.
00:00:56
Speaker
So I'm going to share that with you and much more coming up on today's podcast.
00:01:00
Speaker
Welcome to the show.
00:01:01
Speaker
My name is Taylor Armstrong.
00:01:02
Speaker
We're here to help you close more deals by getting more leads and referrals and hopefully also have a much better time in the solar industry.
00:01:11
Speaker
Appreciate everyone that has taken the time to leave us a review or share the podcast.
00:01:16
Speaker
That is what helps us grow more than anything.
00:01:18
Speaker
And that's my biggest ask is that you can share the show and help us continue to reach more
Importance of Referrals
00:01:24
Speaker
people.
00:01:24
Speaker
So today, before we jump in the podcast, I wanted to again invite you to
00:01:30
Speaker
to door-to-door con if you are coming shoot me a dm shoot me an email um we are organizing a little meetup little uh meet and greet with your boy and uh some other studs so hit me up would love to hang out if any of you are going to door-to-door con here coming up soon um i guess in a couple days so i guess disregard that if you listen to this after january guess what would that be after january 19th then you can disregard that but still hit me up i love to hear from the audience
00:01:59
Speaker
And so today, something I've been focusing on a lot this year and a Q4 of last year is referrals.
00:02:07
Speaker
So you've probably heard me talk referrals.
00:02:09
Speaker
We've had some guys that know a lot about how to get referrals and really build a referral based business.
00:02:14
Speaker
The most recent guy, which would definitely recommend this podcast was Matt Crowther.
00:02:19
Speaker
If you did not listen to his episode,
00:02:21
Speaker
We'll link it in the show notes.
00:02:22
Speaker
Go give that a listen because a lot of what I'm going to share on today's podcast is based around what he taught me in that episode and just other things that have been working for me.
00:02:32
Speaker
And I've mentioned a few of these things here and there, but today's episode, I'm going to put it in a step-by-step framework.
Step-by-Step Referral Framework
00:02:39
Speaker
And I'm actually going to share a live recording of an ask I did in a recent sale that I had where I was able to get 10 referrals after the close.
00:02:48
Speaker
So I'm going to share that and really just break down what I did and some mistakes that I also made in the referral ask.
00:02:54
Speaker
So hopefully it's helpful and hopefully it helps you build a referral based business because we all know when people are introduced to someone, it's a much warmer lead.
00:03:02
Speaker
It's easier than knocking doors a lot of times.
00:03:05
Speaker
Yeah.
00:03:06
Speaker
Who doesn't like to get leads, warm leads handed to them, right?
00:03:09
Speaker
So let's jump into what the framework is.
00:03:12
Speaker
Okay.
00:03:13
Speaker
So I broke this down and what I did is I identified six steps that if you follow are going to give you a very high likelihood of getting referrals in your appointments.
00:03:24
Speaker
Okay, and I'm going to play this recording as I go through these steps here.
00:03:29
Speaker
But step number one is this, and that's the referral ask should start at the beginning of the cell.
00:03:36
Speaker
It should start almost the second you get in the home.
00:03:39
Speaker
And what I mean by that is when you are inside the home, hopefully all of you are doing some type of pre-frame where you tell the homeowner what to expect, where you tell them what's going to happen at the end, where you walk them through the process.
00:03:52
Speaker
So that way when you get to the end of the close, they're not surprised by you asking for the business, right?
00:03:58
Speaker
And so what you need to add to this is the pre-frame for referrals.
00:04:03
Speaker
So you should get them thinking that not only after the end of your presentation that day, not only are they going to make a yes or no decision in order to get solar, but they're also going to give you referrals at the end of it.
00:04:14
Speaker
So that when you get to the end, it's not a surprise that you're asking for referrals
Word of Mouth Marketing Strategy
00:04:18
Speaker
either.
00:04:18
Speaker
And so here's how I do this.
00:04:20
Speaker
As you're going through the pre-frame, as you're going through the fact finding, saying, hey, Mr. Homeowner, if this all makes sense, if the numbers check out, if we answer your questions, then today we would start an application, submit the form, sound fair.
00:04:32
Speaker
Get your yes right there.
00:04:34
Speaker
And then what you're doing, you're creating the frame around referrals.
00:04:38
Speaker
So what I say is this, I say, Mr. Homeowner, the reason you haven't heard about our company is because we don't spend a bunch of money to put ourselves on TV or pay for billboards.
00:04:51
Speaker
I'm sure you've seen companies do that, right?
00:04:52
Speaker
So we don't do that.
00:04:53
Speaker
And the reason is we prefer to pass savings on to the customers to, or pardon, say customers, the families we serve, right?
00:05:02
Speaker
Make sure they're not just thinking they're going to be another customer, but they're going to be a family that you've served.
00:05:07
Speaker
And so the way we work, it's called word of mouth marketing.
00:05:12
Speaker
Are you guys familiar with that term?
00:05:13
Speaker
I don't know if you've heard of that.
00:05:14
Speaker
Okay.
00:05:15
Speaker
Okay.
00:05:15
Speaker
So yeah, it's just if you're happy with a product or service that you spread the word and you tell other people about it.
00:05:20
Speaker
So Mr. Homeowner, I'm curious if you like in the past when you are when you're happy with your products or services, are you the type of person that generally opens your mouth about it and tells others?
00:05:30
Speaker
Great.
00:05:30
Speaker
Okay, awesome.
00:05:31
Speaker
So obviously, as long as we help you out with this and do a good job and, you know, serve your needs, is that something that you are open to doing with this program as well?
00:05:40
Speaker
Great.
00:05:41
Speaker
Cool.
00:05:41
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So at the end of this, we'll look for other people.
00:05:44
Speaker
And because that is part of our requirements is that we do work by those, by word of mouth marketing.
00:05:49
Speaker
We'll brainstorm at the end and look for some introductions we can make.
00:05:53
Speaker
So you've told them what's going to happen.
00:05:55
Speaker
Another line I like to throw in there, I think I got this from Taylor McCarthy is, you don't have to tap people on the shoulder at Walmart or anything, but it's just, you know, people, you know, you know, if your neighbor Bob comes to the mailbox, asks you about your soul or that you're just going to tell them about it, stuff like that.
00:06:08
Speaker
So you made an introduction.
00:06:10
Speaker
They know at the end that they are giving you referrals.
00:06:13
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So that's step number one.
00:06:14
Speaker
Okay.
Vacation Incentive Program
00:06:15
Speaker
And then step number two is you bring up the vacation.
00:06:20
Speaker
And so me personally, and I got this from Matt Crowther, if you go and listen to his episode, he gives vacation incentives to his referrals, or I should say refers, right?
00:06:32
Speaker
And so the requirements, what I do personally is there's two ways to get this vacation incentive.
00:06:37
Speaker
Number one, you can make 10 introductions with people.
00:06:40
Speaker
And that just means that they send a group text to you and then the person they're referring.
00:06:45
Speaker
And then it doesn't matter what the person says.
00:06:47
Speaker
They can say yes, no, or screw you, whatever.
00:06:50
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They can say whatever.
00:06:51
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And that counts as an introduction.
00:06:53
Speaker
So they make 10 of those introductions.
00:06:55
Speaker
They're going to get put in a raffle that you decide when you're going to do for a $3,000 vacation.
00:07:00
Speaker
Or the second way to get it for sure is they have 10 people that they refer that end up going somewhere.
00:07:05
Speaker
And that's a guaranteed trip.
00:07:07
Speaker
So you're helping them get to those 10 people.
00:07:09
Speaker
So before you ask for referrals, you need to paint the picture.
00:07:14
Speaker
What is their dream vacation?
00:07:15
Speaker
So you get through the clothes, you went through the numbers, they signed up, they're happy.
00:07:19
Speaker
So you go into your referral ask.
00:07:22
Speaker
But before that, you say, hey, Mr. Homeowner, so we're doing some cool stuff.
00:07:25
Speaker
Like I mentioned, we're working through word of mouth.
00:07:27
Speaker
So we have some pretty awesome incentives right now.
00:07:30
Speaker
I'm trying to hit big numbers and I have a personal goal to get to XYZ.
00:07:35
Speaker
I'm just spreading the word about solar.
00:07:37
Speaker
Get some emotion involved in there.
00:07:39
Speaker
Something I'm trying to improve and making it personal about you, a personal goal you have because everyone wants to help others out.
00:07:45
Speaker
Right.
00:07:45
Speaker
And then you ask them, so I'm curious, we're doing some vacations, actually, actually a cool way can win a trip.
00:07:51
Speaker
But I'm curious, Mr. Homeowner, if you guys got a dream vacation, where would it be?
00:07:56
Speaker
Where would you go?
00:07:57
Speaker
Venice, Italy.
00:07:58
Speaker
Awesome.
00:07:59
Speaker
That's awesome.
00:07:59
Speaker
Cool.
00:08:00
Speaker
And so you get them thinking about what is that dream place that they would go to.
00:08:05
Speaker
And then as you ask, you're getting the emotion involved.
00:08:08
Speaker
They're picturing themselves on the white beaches of Venice.
00:08:13
Speaker
I hope Venice has beaches.
00:08:15
Speaker
I've never been there.
00:08:16
Speaker
So if you're Italian, don't shoot the messenger.
00:08:19
Speaker
But they're thinking about that and then it's going to make it way easier to ask because people make decisions based on emotions and they justify it with logic.
00:08:29
Speaker
It's the same thing as you're getting referrals.
00:08:31
Speaker
So get that emotion involved.
00:08:32
Speaker
Okay.
00:08:33
Speaker
And so once you've done that, then you go into your explaining what the actual incentive is.
00:08:38
Speaker
Okay.
00:08:38
Speaker
So for me, that's just saying, again, there's two ways to get it.
00:08:42
Speaker
Here's how you do it.
00:08:43
Speaker
Okay.
00:08:43
Speaker
And so I'm going to play
Live Referral Ask Example
00:08:44
Speaker
a clip of a live ask that I made and go through it.
00:08:48
Speaker
So let's check it out.
00:08:49
Speaker
We did this with the bushweeds.
00:08:53
Speaker
It's like a raffle thing they do.
00:08:56
Speaker
So it's just... Yeah, well, I know.
00:09:00
Speaker
Some people go through, you guys know, like, Europe, stuff like that.
00:09:03
Speaker
We're going this year.
00:09:04
Speaker
We're planning on going this year.
00:09:05
Speaker
Okay.
00:09:05
Speaker
So... Yeah, we're planning on going this year to Europe.
00:09:09
Speaker
So that's... I was going to say that, but we're already planning on going.
00:09:12
Speaker
So... Yeah.
00:09:12
Speaker
Well, yeah.
00:09:12
Speaker
Well, then, this...
00:09:23
Speaker
It's like a raffle thing they do.
00:09:25
Speaker
So it's just 10 introductions you make with just like friends, family, coworkers, just saying, hey, this is the program.
00:09:31
Speaker
And then it doesn't matter what they say.
00:09:32
Speaker
They can say yes, no, or get out of here, or not interested, or we already have solar, but just 10 introductions.
00:09:38
Speaker
And then the second way to get it, like for sure, is if you have 10 people, they end up not able to actually get it.
00:09:44
Speaker
And you get it like guaranteed.
00:09:45
Speaker
Gotcha.
00:09:46
Speaker
I'm going to two ways.
00:09:55
Speaker
Keeping track of that.
00:09:56
Speaker
Okay, so notice what I'm doing here.
00:09:59
Speaker
In the beginning, I started the recording a little late, but you can hear him asking him what their dream vacation is.
00:10:04
Speaker
I just explained to him how they can win it themselves.
00:10:07
Speaker
And another key thing in this is I'm bringing, this was a referral that I closed, right?
00:10:12
Speaker
And so I'm bringing in, hey, just like Joe and Maurice, you're going to do the same thing, just like they referred.
00:10:17
Speaker
So I'm trickling in names.
00:10:19
Speaker
I'm name dropping.
00:10:20
Speaker
You're selling them right now on why they should give you referrals.
00:10:23
Speaker
You're creating the bandwagon effect.
00:10:25
Speaker
Hey, just like they introduced you.
00:10:28
Speaker
That's the same thing that we do.
00:10:29
Speaker
That's how this program works.
00:10:31
Speaker
It's based on introductions.
00:10:33
Speaker
So they think it's normal now, right?
00:10:35
Speaker
I just put in some names.
00:10:36
Speaker
They think, oh, this is what everyone is doing.
00:10:37
Speaker
Okay.
00:10:38
Speaker
Yeah, if they did it, then I better do it as well.
00:10:41
Speaker
So that's the key if you can name drop.
00:10:44
Speaker
Same thing you do when you're selling the system, right?
00:10:47
Speaker
Okay.
00:10:48
Speaker
So yeah, what we do, we just get like...
00:11:02
Speaker
in the contact list.
00:11:04
Speaker
Okay, and then you notice he's bringing up his contact list.
00:11:07
Speaker
And the mistake I made there is I was almost nervous that he wouldn't give me 10.
00:11:14
Speaker
So I minimized it.
00:11:15
Speaker
I said, oh, we'll just start with three, maybe three.
00:11:17
Speaker
Okay, but even better, what I should have done
00:11:20
Speaker
is I should have been more confident in what I'm doing.
00:11:23
Speaker
I should have said, yeah, so we just get 10 names.
00:11:25
Speaker
So yeah, we can help you think of it.
00:11:27
Speaker
It can be friends, family, coworkers.
00:11:29
Speaker
And then the key to this is you have your referral sheet.
00:11:32
Speaker
Okay.
00:11:33
Speaker
And this is going to help you build even more credibility in what you're doing.
00:11:36
Speaker
So your referral sheet is 10 names printed on a list.
00:11:40
Speaker
Okay.
00:11:40
Speaker
And maybe you will hit me up if you want an example, but it's
00:11:44
Speaker
You can even just do this on your pad of paper on a sheet, just number one through 10.
00:11:49
Speaker
And then as you're passing them this list, they see everyone else that's referred you families and business, right?
00:11:56
Speaker
So then it becomes like, oh, wow, okay, he's doing this with everybody.
00:11:59
Speaker
I see like 50 names on here already.
00:12:01
Speaker
So everyone's giving them 10 names.
00:12:02
Speaker
Okay.
Handling Referral Objections
00:12:03
Speaker
All right.
00:12:03
Speaker
Let's see what we got to do.
00:12:04
Speaker
And then they open up their contact list, their contacts, and they start looking.
00:12:08
Speaker
And it's not always going to work that way.
00:12:11
Speaker
So I've had plenty of deals where they can't think of 10 people or I really have to help them brainstorm.
00:12:18
Speaker
So you don't need to get pushy with this.
00:12:20
Speaker
Obviously, not everyone is going to have 10 people right off the bat.
00:12:23
Speaker
But as you're asking, you want to tackle their objections beforehand, right?
00:12:28
Speaker
What are people afraid of giving referrals?
00:12:30
Speaker
They're afraid of you contacting them without their permission, right?
00:12:33
Speaker
So how can you tackle that objection?
00:12:35
Speaker
How can you eight mile it?
00:12:37
Speaker
Like Sam Taggart says in his book, ABC's A Closing.
00:12:40
Speaker
How can you eight mile this objection before it comes up?
00:12:42
Speaker
We can say, hey, Mr. Homeowner, I get it.
00:12:44
Speaker
Like no one wants to be solicited without permission or anything.
00:12:48
Speaker
So obviously, before I talk to these people, the best thing is that you can talk to them beforehand, give them a heads up that I'm reaching out.
00:12:56
Speaker
And then, you know, we can go from there.
00:12:58
Speaker
So if you include that in your ask, then they can't be like, oh, well, let me talk to them first.
00:13:02
Speaker
Okay.
00:13:04
Speaker
So include that.
00:13:04
Speaker
And then any objection you get, because you're going to get objections, just like you get objections in the close, write them down and know how you can include that objection in your referral ask.
00:13:15
Speaker
So maybe it's they want to talk to the people first.
00:13:17
Speaker
Maybe it's they want to experience your product first.
00:13:21
Speaker
Okay, and if you can't overcome them, then no big deal.
00:13:24
Speaker
You can always ask for referrals later.
00:13:26
Speaker
But to give yourself the best shot at getting these referrals, you need to put these in your referral script and put them in your referral ask and make sure you overcome those objections before they can get them out there.
00:13:37
Speaker
Okay, and so that's step number four.
Referral Follow-Up Techniques
00:13:39
Speaker
Have your referral sheet, pass it to them, be assumptive with it.
00:13:42
Speaker
Just like you're passing over the contract and the PIN, you're doing the same thing with your referral sheet.
00:13:48
Speaker
So hey, here's the sheet where we help people out.
00:13:51
Speaker
So yeah, just go ahead and put the 10 people that come to mind.
00:13:54
Speaker
Click the PIN, pass it to them, they start filling it out, okay?
00:13:57
Speaker
And then at the end, the last two steps are this.
00:14:01
Speaker
Number five, you're going to send them an intro text.
00:14:04
Speaker
So I'm going to skip to the point where I ask for this permission here.
00:14:09
Speaker
So yeah, did I send you that text already?
00:14:15
Speaker
I'm going to send it right now.
00:14:18
Speaker
So you want to give us this weekend to text them?
00:14:22
Speaker
Yeah, if you want to text them.
00:14:24
Speaker
Okay, we can send them next weekend.
00:14:26
Speaker
Yeah, I'll just do that.
00:14:27
Speaker
That works.
00:14:28
Speaker
So I'll do this text and then yeah, easy to wait if you want to just like include me in it.
00:14:31
Speaker
So yeah, I'll just email blast.
00:14:35
Speaker
Let me take a picture of that because I probably won't remember.
00:14:40
Speaker
Okay, so you hear what I did.
00:14:41
Speaker
We're sending them a text right now because these people, they don't know how to introduce solar for people, right?
00:14:48
Speaker
So you need to teach them.
00:14:49
Speaker
You need to send them the exact text they're going to send to introduce you.
00:14:52
Speaker
And so my mistake here was I sent the text to them so they know what they're going to for their referrals.
00:14:59
Speaker
Okay.
00:15:01
Speaker
But I didn't help them send it.
00:15:03
Speaker
So you notice she's like, okay, do you want to just give us next week to talk to them and send these?
00:15:08
Speaker
I was like, yeah, that works.
00:15:10
Speaker
But guess what happened?
00:15:12
Speaker
They didn't send it out next week.
00:15:14
Speaker
And I had to follow up, follow up.
00:15:16
Speaker
And eventually they did.
00:15:17
Speaker
But to avoid going through that, because 90% of the time people will forget, stuff will come up, you're going to have to bug them to send out this introduction.
00:15:27
Speaker
What you want to happen is that they text you and their referral in a separate group text and make the introduction.
00:15:33
Speaker
And then that's how you call these people after.
00:15:35
Speaker
That's how you take a cold lead to a warm lead is when they've actually made an injection.
00:15:40
Speaker
Because you can get names, you can get numbers.
00:15:42
Speaker
But at that point, they could be like renters.
00:15:45
Speaker
You don't know.
00:15:46
Speaker
It's just much better if you can get the homeowner to send out these group texts.
00:15:50
Speaker
So what I should have done there is I should have been like, OK, you know what, Alvin, I just sent out this text to you.
00:15:56
Speaker
So go ahead.
00:15:57
Speaker
I know life gets busy.
00:15:58
Speaker
And again, overcome their objection right then.
00:16:01
Speaker
Because most people are like, oh, you know what?
00:16:03
Speaker
We've been here a while.
00:16:03
Speaker
I'll do this later.
00:16:04
Speaker
So what I should have done, eight-mile that, be like, you know what, Alvin?
00:16:08
Speaker
I know life gets super busy, and I'm sure stuff will come up.
00:16:13
Speaker
So I'll just help you here and send this right now.
00:16:15
Speaker
That way you don't have to think about it later in the week.
00:16:17
Speaker
And we can just introduce these people real quick.
00:16:20
Speaker
And then have them pull out their phone, send those texts, which pretty quick if you help them.
00:16:24
Speaker
I've done it in home.
00:16:27
Speaker
Most people will just be like, okay, here, you can just do it.
00:16:29
Speaker
And they'll pass you their phone.
00:16:30
Speaker
I've done that countless times now.
00:16:33
Speaker
And you copy and paste the referral text.
00:16:35
Speaker
You obviously put in the number.
00:16:37
Speaker
And for those wondering, my referral text is pretty straightforward.
00:16:42
Speaker
You can hit me up for this stuff.
00:16:43
Speaker
If you want to reach out on Instagram, Facebook, email, you know the drill.
00:16:49
Speaker
But my referral text that I send is, I'm trying to find it here.
00:16:55
Speaker
I just send out, and you can get creative with this.
00:16:57
Speaker
Maybe you guys think of something better, but I just send out, hey, Beth, we're getting some solar on the house and thought you might be able to benefit from the same program.
00:17:04
Speaker
Didn't cost us anything up front, and it's given us some great savings.
00:17:07
Speaker
So it's a pretty awesome program.
00:17:09
Speaker
I've included Taylor, the guy that helped us out in this text.
00:17:12
Speaker
Is it okay if you reached out, get you guys the detail?
00:17:15
Speaker
Or if you're in Texas, get you all the details.
00:17:17
Speaker
Okay.
00:17:18
Speaker
So something like that.
00:17:19
Speaker
And then people, a lot of people just respond thumbs up or sounds good.
00:17:24
Speaker
Some people aren't going to respond at all.
00:17:25
Speaker
Okay.
00:17:26
Speaker
And then the last step with all this, tying it all together and the mistake I have made so many times now, this is the most important thing.
00:17:34
Speaker
You ready for it?
00:17:35
Speaker
And that is you actually have to follow up and organize them and call them.
00:17:39
Speaker
You can't just get referrals and not call them.
00:17:42
Speaker
And I know it sounds stupid, but I have gotten referrals so many times I've forgotten about that I've left on sheets of paper that I have not called.
00:17:50
Speaker
Stuff gets busy, especially if you're running volume, if you're helping run a team or if you're going to lots of set appointments, it's easy to forget about this.
00:17:59
Speaker
So the most important step is to actually call them to follow up and put them in your CRM.
00:18:05
Speaker
Hey, what I do that's worked for me is I have my virtual assistants.
00:18:09
Speaker
I send her a screenshot of all these referrals.
00:18:12
Speaker
She puts them in my CRM.
00:18:13
Speaker
She tags them as referrals.
00:18:15
Speaker
I see them on the pipeline and I'm reminded, okay, I need to call these people.
00:18:19
Speaker
And then each person is tagged with the homeowner who gave me that referral, which is another mistake I made is having a referral and forgetting completely who gave me that referral.
00:18:28
Speaker
Then I got a call and be like, okay, I don't know how I got your number, but someone referred you for solar, which trust me is not an effective way of getting those leads to convert.
Recap and CRM Tracking
00:18:38
Speaker
So those are the six steps.
00:18:39
Speaker
I hope that's helpful.
00:18:40
Speaker
Would love to hear your thoughts or anything else you are doing to get referrals.
00:18:44
Speaker
This is what's working for me.
00:18:46
Speaker
And this is how I've been able to get typically an appointment a week, at least out of these referrals and then gets usually average, I would say five referrals.
00:18:57
Speaker
Not everyone's going to give you a ton.
00:18:59
Speaker
A lot will, but I'd say average about five referrals per close just by implementing these things.
00:19:05
Speaker
So once again, step number one is pre-frame the referral ask from the beginning.
00:19:11
Speaker
Number two is paint the picture of their dream vacation.
00:19:14
Speaker
Ask them where they're going to go, get the emotion involved.
00:19:17
Speaker
Number three is ask.
00:19:19
Speaker
And for me, that's telling them the two ways they can earn it is either making 10 introductions or 10 people that do go solar.
00:19:25
Speaker
And if you listen to Matt Crowder's podcast, he sends his customers a spreadsheet so they can physically keep track of the people they refer to.
00:19:33
Speaker
And then step four is have your referral sheet print out a physical referral sheet or use a notebook, whatever is easiest.
00:19:41
Speaker
And then have the list and pass it to them in the ask.
00:19:45
Speaker
And then step number five, get them to send the introduction text with you included in it.
00:19:51
Speaker
Step number six, actually call them, actually follow up with them and get organized, put them in your CRM or figure out a way you can organize this.
00:19:59
Speaker
Okay, and so those are the steps.
Coaching and Sales Diagnostic
00:20:01
Speaker
And if you would like help with all this, I know it's a lot to handle.
00:20:04
Speaker
This is precisely what we're helping people in our program, in our Soul Society program.
00:20:09
Speaker
So if you would like additional help and would like stuff done for you and would like all the scripts, the frameworks just delivered to you right away and handheld, then let me know.
00:20:20
Speaker
We are opening up a few spots in our coaching group.
00:20:24
Speaker
So we'd love to work with anyone who is needing more help on these things.
00:20:27
Speaker
But hope that helps.
00:20:28
Speaker
Hope you can get a ton of referrals so you don't have to be grinding on the doors when it's snowing or hailing.
00:20:34
Speaker
Mad respect to you guys that do.
00:20:36
Speaker
Been raining a lot here in San Diego where I'm at.
00:20:38
Speaker
But always much easier, much better if you can build a referral-based business.
00:20:42
Speaker
And then of course, have knocking be the main thing.
00:20:45
Speaker
Don't let this distract you from grinding out on the doors and hitting the pavement hard, but always nice to have some referrals.
00:20:52
Speaker
So see you guys on the other side.
00:20:53
Speaker
Hope to see you at Door2DoorCon.
00:20:55
Speaker
And if not, we'll see you in the next episode.
00:20:58
Speaker
Hey Solarpreneurs, are you sick and tired of spinning your wheels every month and not seeing your sales increase?
00:21:05
Speaker
Well so was I and the truth is I was never able to improve it until I figured out what was going wrong.
00:21:11
Speaker
So that's why I'm excited to announce for Eliminate Time we are doing a free sales diagnostic.
00:21:16
Speaker
We'll break down your sales process, figure out the holes in your business and see how we can help you improve.
00:21:24
Speaker
so at now we have six bucks for this month so book a call now don't miss out what you're going to do is send an email to taylor at solarpreneurs.com that's taylor at solarpreneurs with an s.com i'll send you out a calendar link and we will figure out the time that works best so shoot that email and let's increase your sales