Page 22 - Leadership Format System

Recruiters Mentality
III. Friendship Borrowing: HGI’s Referral/Lead System
Most people in marketing who aren’t experiencing the level of success they desire usually don’t lack for a good presentation or a timely concept. What they are missing is qualified people to get in front of on a regular, consistent basis.
Many companies today rely on running ads, lead lists, mass mailings, e-mail solicitations and telemarketing to get new clients. Most people either ignore or become annoyed with these unsolicited attempts to sell them a product or service. The costs for these types of methods continue to skyrocket, while the success ratio remains very low. HGI believes there is a better way.
Relationship Marketing has proven to be the most effective way to get a product to market. Warm market referrals are not only very successful, but also extremely cost effective. You must have a system of getting and using referrals. It must not be person- ality driven or vary from situation to situation. It must give the associate the confidence to follow through each time, which will generate successful results, and it must be easy to duplicate.
Referrals can be asked for during any one of the steps in the system, including The Approach/Contact, The Business Opportunity Presentation, The Get Started Interview/Follow-Up, The Product Presentation, and during On-going Client Contact.
The HGI Referral/Lead System
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For training and educational purposes only. Not to be used with the public.
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