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Amazon CEO Jeff Bezos recently said that Amazon’s business is a “flywheel” because each stakeholder of its business creates more momentum for the next. One can say the same thing about Uber or AirBnB. Think about it: How did you hear about Amazon Prime, Uber, or AirBnB?
The oldest marketing technique in the book acquired most customers of these companies: referral. Join Joanne Black, Matthew Cahill, Alice Heiman, Robert Gillette for a discussion moderated by Bharat Kanodia with the Nor-Cal chapter of the ASA and learn why referral is the most effective way to build a business. Yet, 95% of companies haven’t adopted a systematic, disciplined, referral methodology with metrics, skills, and accountability for results.
Program Agenda
Why referral selling is the fastest revenue driver
What gets in the way of asking for referrals
What it takes to adopt referral selling
How to keep business flowing in when the market slows down
How to beat the competition
How your personal bias can hinder in building your referral network
Techniques to improve decision making, strengthen employee relationships and elevate your company performance
Learning Objectives
Describe what gets in the way of asking for referrals
Describe best practices it takes to adopt referral selling
Describe how your personal bias can hinder in building your referral network
List techniques to improve decision making, strengthen employee relationships and elevate your company performance
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