Boot Camp: Saturday Business Networking & Referral Boot Camp: Practical workshop. Caution: You must be prepared to participate in role-playing.

The act of referring you to others is validation of your value. People give referrals to people they like and trust.

Some Statistics about Referrals:

• Less than 15% of ALL salespeople generate enough high quality referrals to significantly impact their income
• Less than 30% of ALL salespeople even ask for referrals
• 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 generate at least 25% of their business from referrals
• A high quality referred prospect is more than 40 times more likely to buy than a cold called prospect

 "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives." - Bob Kerrigan.  You will leave this Bootcamp with new ideas to implement in your business right away.  Network with other business owners and start some new valuable relationships with other learners who are interested in growing their business by referral.

Who should attend?

Salespersons, entrepreneurs and business developers who want to sharpen their networking skills and grow their businesses through referrals. Stage 1 of the workshop will be emailed to you 7 days prior to the workshop so that you can leave with ready - to - implement initiatives.

What you will learn

Survey your mindset

• Your frame of reference: you, people, your products and services
• Your company’s footprint
• Your business philosophy
• Your personal brand
• Understand YOUR OWN business style

Make the connection and build the relationships

• Identify your networking your roadblocks
• Challenge the “Egocentric Predicament”
• Move from taking to trusting
• Avoid manipulation
• Understand the depth and strength of your current network

The theory and nature of business networking

• Getting to grips with the potential Return on Investment
• The difference between networking and sales
• The difference between networking and Working A Room
• The different types in relationships in the referral process
• Networking and referral implications of the universal laws and principles
• Business networking defined

Sharpen your netiquette and communication

• A formula to introduce your products and services effectively
• Build rapport with the handshake and body language
• Understand the different levels of conversation
• How to create success stories to boost your credibility
• Effective name exchange recipe
• The business card exchange process
• Follow through

Turn Your Client Database into Gold

• How referable are you?
• How to Reduce Appointment Cancellations
• Technique to meet or exceed client expectations
  Role-play: Educate your client/contacts
• Planting referral seeds
• How to Make Asking for Referrals a Habit
• Generating referrals without asking
• Your Client Service Model

During this workshop Karl will share scripts and tips with you to ask for referrals via letters, things to avoid in building trust, assisting prospective clients/contacts to make decisions when you present proposals, referral events and much more! You will make new contacts during this workshop.

When: Saturday, 18 July 2009, UCT Graduate School of Business, Breakwater Lodge, Portswood Road, Victoria & Alfred Waterfront, Cape Town
Time: 8h30 for 9h00 – 15h00

Don’t Keep This Interactive Presentation a Secret, Tell Your Network: entrepreneurs, business development managers, financial advisors. Tell them to invite Karl to their conferences!