When you do call these prospects you could offer them one of two things, first you could offer them a commission for referring you business. Your second option would be to offer them referrals in return for their referrals. It’s a great idea, huh? Oh, so now you want something you can bite your teeth on? If you don’t ask, you don’t get, are you ready? Ok then, below I've included an example "Mr. Cold Call Opening Statement."
PROSPECT: "Hello?"
YOU: "This will be the most important call that you take today!" (pause)
PROSPECT: "(they will laugh and may say) Is that right? (or they may say) Why is that? (or they may say) Ok?"
YOU: "(FIRST NAME OF PROSPECT), here’s why it’s important for you to take this call, my name is (YOUR NAME) and I work for (YOUR COMPANY), we are a licensed and bonded residential cleaning service and being a realtor I’m sure that you come across situations when your clients may need a cleaning service to sell their house, no? (pause) On the same token, we have come across situations in which we could also refer you business as well. (FIRST NAME OF PROSPECT), I was thinking we could work out a referral exchange program that could include an exchange of leads and/or monetary incentives? (pause)
How does this example sound? Here are a few things to keep in mind, first, make sure that you stay in contact with your referral source every few weeks or at least once a month. Secondly, once you do have a verbal agreement I then suggest that you put this into writing. If you really want to legitimize this agreement I would then have both parties sign a contract. The idea of having a signed contract is not necessary, however, it does bind both parties to an agreement and a common goal.
Copyright 2007 MR. COLD CALL SEMINARS - All rights reserved.
