Referral based Marketing: Understanding the Process of Business Development – Spring 2015
Middlesex Canal Park Drive
Woburn, MA 01801
USA
Location: Crowne Plaza Hotel, 15 Middlesex Canal Park Road, Woburn, MA
Speaker: Paul Hutchinson, Hutchinson Consulting
By: May 7
Members: $45
Non-Members: $45
After: May 7
Members: $55
Non-Members: $65
Decision: Monday, May 11
Market referral
Phone 781-245-5405
email sec.boston@ieee.org
Fax 781-245-5406
Make Checks payable to:
IEEE Boston Section
One Centre Street, Suite 203
Wakefield, MA 01880
Course Overview:
If You Don’t like to Sell, a great option is to build your referral network, and get referrals from past clients, people you know, and groups you are involved in. You have a much better chance of closing business from a referral then other sources. In this class you will learn easy to apply techniques to find the sources you all ready have for building referrals and create a systematic referral based marketing plan to grow your referral base.
Course Overview: During this workshop you will be guided through a process that will enable you to create a detailed plan generating more and better referrals and harvest the sources you all ready have for building referrals.
In working with people in many different industries we get a chance to see what’s common across the board for professional service providers. We are constantly amazed at how people focus only on sales, and selling and over look their referral sources. Having a systematic way to create, find and build a referral network is a key component to growing any business. Ask yourself, where do I go when I need to find a resource such as a physician or dentist? Do you just Google dentist? No, you ask people you trust.
Learning who to ask and how to ask for referrals is a critical part of building a business yet it is not an easy process to master. During the course you will receive methods for building your referral base. You will get an opportunity to learn from what others have already discovered, and you get a chance to develop your own process of asking for referrals. You will leave with a detailed plan for building referrals.
Target Audience: Professional Service providers that need to sell their own services. This can be internal or external services providers. Engineers that support sales teams, or are considering careers in Sales or sales related areas.
Benefits: Increased understanding of the business development process. (Sales)
Get more focused on going after business, Harvest current and past contacts to grow your referral sources, and enable your contacts to be effective in supporting your efforts to grow your sales.
OUTLINE
Learn how to systematically build a referral based marketing program.
• What is a referral based marketing program and how can it drive business growth
• Why some people get great referrals and others do not
• What is a good referral for you and your business
• Where to look for referrals and use professional associations
• How to ask for referrals
• Effective Follow-up
There will be a breakout during the workshop. The breakout will provide the attendees with an exercise designed to bring clarity to their selling process. The breakout will focus on creating a process for engineers to build a professional referral network.
Speaker Bio: Paul R. Hutchinson has over 20 years’ corporate and private experience in consulting to a wide range of industries. He has been a consultant to business owners, new entrepreneurs, non-profits and professional associations and individuals. Mr. Hutchinson specializes in sales strategy, sales training/coaching and sales process improvement. A graduate of the Rochester Institute of Technology in New York. He served on the Board of Directors of the Middlesex West Chamber of Commerce and as a consultant with his own practice. For the past five years, Mr. Hutchinson has also provided public and private workshops on sales-related topics. He has spoken at multiple IEEE Sections in New England, as well as section meetings of the consultants network. Paul donates his time as an instructor at the Lowell Small Business Assistance Center. He consistently receives high accolades for his engaging style, active adult learning techniques, and mastery over sales strategies and tactics.
Material that is included in Course: Handouts, and written exercise/work sheets designed to support building a referral network.