2. SELLING SMART WORKSHOP:
INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:
HOW TO ASK FOR REFERRALS
Bonnie Valentine –
The Whole Brain Group
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

3. SELLING SMART WORKSHOP:
THE BOARD OF DIRECTORS
Jim Woods –
The CEO Advantage
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

4. SELLING SMART WORKSHOP:
FORMAT
Workshop : Greg Peters 9 – 10 am:
Interactive Training Session
Addressing Common Challenges
Panel Q & A 10 – 11 am
Application
Specific challenges in your business
Anything

5. SELLING SMART WORKSHOP TODAY:
INCREASE YOUR PIPELINE WITH NETWORKING
FINESSE: HOW TO ASK FOR REFERRALS
Workshop : With the coaching and tools shared in
this workshop, attendees can achieve the goals
they set for networking, and also feel better about
being a networker, and asking for referrals.
Panel Q & A : How networking works, real-world

6. HOW TO ASK FOR
REFERRALS

7. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

8. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

10. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?

11. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?

12. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions

13. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions

14. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions

15. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions

16. 3 KEYS TO SPECIFIC REQUESTS
1. Why are you doing this?
2. Who must you reach?
3. What do you want? 4 S’s
 Sales
 Stepping Stone
 Suppliers
 Suggestions

17. ACTIVITY
So, what do you want?

18. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

19. WHO CAN REFER YOU?

20. WHO CAN REFER YOU?

21. WHO CAN REFER YOU?
Not my mom!

22. WHO IS WILLING?

23. THE A.R.T. OF THE ASK
 Awareness
 Relationship Development
 Trust

24. THE A.R.T. OF THE ASK
 A
 R
 T

25. THE A.R.T. OF THE ASK
 A
 R1
 R2
 R3
 T

26. THE A.R.T. OF THE ASK
 Awareness
 R1
 R2
 R3
 T

27. THE A.R.T. OF THE ASK
 A
 Recognition
 R2
 R3
 T

28. THE A.R.T. OF THE ASK
 A
 R1
 Regular Contact
 R3
 T

29. THE A.R.T. OF THE ASK
 A
 R1
 R2
 Reliable
 T

30. THE A.R.T. OF THE ASK
 A
 R1
 R2
 R3
 Trust

31. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

32. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

33. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

34. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode

35. 3 RISK FACTORS
 Cost/Commitment
 Reputation
 Mode
Can you adapt your request?

36. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

37. MAKING THE REQUEST

38. MAKING THE REQUEST

39. MAKING THE REQUEST

40. MAKING THE REQUEST

41. MAKING THE REQUEST

42. MAKING THE REQUEST

43. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

44. SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

45. SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

46. SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

47. SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

48. SAY THANK YOU
The 4 R’s of Referral Gratitude
 React
 Reflect
 Report
 Reciprocate

49. 5 STEPS TO BETTER REFERRALS
 Specification
 Identification
 Adaptation
 Implementation
 Appreciation

50. QUESTIONS FOR THE PANEL
On break take a moment to write questions for the panel
about:
The workshop
The panelists application of tactics
Specific challenges in your business
Anything

51. SELLING SMART WORKSHOP:
INCREASE YOUR PIPELINE WITH NETWORKING FINESSE:
HOW TO ASK FOR REFERRALS
Bonnie Valentine –
The Whole Brain Group
Greg Peters –
The Reluctant Networker
Joe Marr –
Sandler Training Ann Arbor

52. LESSONS LEARNED
One takeaway
Can you use it?
On Business Card:
Request Contact – “R”
Speaking Opportunities – “S”
52 Connection Tips – “T”
Raffle (Free e-book, too!)

54. A Practical Process for Selling Services