Tiffanie Kellog joins Dr. Misner this week to share some tips from her new book, Knock the Socks Off Your Audience. One of her favorite presentation formats for referral generation is called “Three, Three, and Three”.
First Third of Presentation
Tell people why you do what you do (your emotionally charged connection).
Second Third of Presentation
Share success stories about how you’ve helped your clients.
Final Third of Presentation
Conclude with your call to action. You can include more than one, for those not yet ready to refer you.
Remember, you don’t want to sell to your fellow members: you want to sell through them. Be as specific as possible about the referrals you want. Always respect the time limit: your audience will stop listening when the bell sounds.
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