The seminar programme provides the system, the tools and the techniques to allow you to overcome barriers and turn referrals into profits.

Presented in nine high-energy, high-information, high-reward modules, Creating Continuous Business Referrals gives you everything you need to gain entry to this highly lucrative source of new business.

This course is highly suitable for sales managers and sales personnel, owners of small to medium businesses, and anyone in business that wants more clients and needs to lift their game. It is particularly suitable for service industry organisations.
 
The Exciting Content Includes:

Modules can be customised for in house delivery specific to your organisation.

Module 1   Referrals made simple!

Duration:  3½ hours    

This introductory module gives an overview of the seminar programme and outlines the techniques that will help you uncover a fortune in sales. It teaches you how to collect referrals from your current client base to generate new business and to make new sales.

You will learn how to make referrals a successful element of your business process by:
> Discovering who you need to be in order to attract referrals
> Uncovering the fears which keep you from success
> Learning how to beat them
> Adding techniques to your business arsenal that will start making you money right now.

Module 2   Find a fortune in referrals from your existing clients
 
Duration 3½ hours    

This module looks at the first steps required to turn your client base into a self-generating referral system. You will learn how to tap the gold mine in referrals business hidden in your existing client base.

The first steps in the process are:
> Maximising your existing clients for best results
> Adding value to your existing client base
> Creating strong advocates for your business
> Reworking your client base to encourage referrals

You will also:
> Uncover your fears about asking for referrals
> Learn methods to approach your clients so they enthusiastically say 'yes'

Module 3  Creating customers who bring new customers to your door. 

Duration: 2½ hours    

In order for your clients and business acquaintances to refer their contacts and clients to you, they need to be confident that you are going to provide a superlative service.

This modules teaches you:
> How to set the stage for attracting referrals
> Developing a personal relationship
> Deserving referral business by giving rather than receiving
> How to make advocate referrals an ongoing and cyclical process

Module 4   The seven steps to creating a referral whirlwind marketing system   

Duration: 2½ hours    

In this module you learn the step-by-step referral system that will transform your business by creating long-term and profitable referral sources. It also crosses over from referrals to business networks.

It covers:
> Setting up your client management system to hunt out opportunities
> Formalising your business referral processes
> Identifying clients who make ideal sources of referrals
> Identifying what sets you apart from your competitors (your USP)
> Communicating your USP to clients
> Living up to your USP: aligning it to the delivery of your product or service
> Moving from sale to referral

This module provides an introduction to the next module: building business networks

Managers and owner-operator businesspeople gain the greatest benefits from this module.

Module 5   Building business networks -– a fortune in sales now and in the future      

Duration: 2½ hours    

The core of building strong and enduring business relationships is giving. What you give depends on your type of business and your position in the market but it could be information, business assistance, or expertise in a particular area.

Many businesses think they can go it alone, they don't need the help of others, but the New Zealand business culture doesn't work that way. No one succeeds on their own. We all need others.

Module 5 teaches you:
> Why you need to build relationships
> The rules of relationships
> Learning what it takes to build successful business relationships
> The psychology of giving
> Going the extra mile
> Being ready for the rewards

Module 6   Strategic alliances – Making money with other peoples clients    

Duration: 2½ hours    

Business relationships built on mutual clients and rewards are more successful in the longer term.

This module builds on the previous material and ramps it up a level by focussing on automated business referrals. Although far less personal, they can save a great deal of time and move you towards mass marketing.

You will learn:
> The fundamentals of automated referral systems
> How to create hundreds of leads at little cost
> How to access other organisation's client databases

Module 7   Penetrate a market and reap the rewards
    
Duration: 2½ hours    

No business can be all things to all people – niche marketing is the answer.

Module 7 covers:
> Creating a niche for your business which allows you to go deep into a market and reap the rewards
> Being the go-to-guy or the business others look to as the expert or leader in your industry
> Learning how to build a wall around your clients to make them impregnable to competitive forays by others in the market

Module 8 Networking events - a gold mine of financial opportunities

Duration: 2½ hours    

Attending networking events is a must for any business keen to grow. But this can be full of traps.

Learn to:
> Pick the right events
> Make the right first impression
> Introduce yourself with huge, unforgettable impact
> Follow up and cement relationships
> Convert relationships into sales

Network events are followed by further minefields:
> The first one-on-one meeting
> Being invited back when ever you want
> Relationship building

Learn how to successfully move your fledgling business relationship forward in a way that maximises opportunities and minimises risks.

Module 9   Target specific companies for a financial windfall

Duration:  2½ hours    

Have you looked at an organisation and just wanted to know how to approach them? Building a working relationship with specific groups or even specific businesses can advance our own cause hugely.

Learn to:
Identify the organisations that will do you the most good
How to find specific organisations
Creating an advantage for when you approach
Making the first approach so they say 'yes!'
A winning relationship starts.
How to follow up and start a long-term relationship.

Module 10   MAKE IT HAPPEN – Your fortune awaits you right now!     

Duration: 2½  hours    
 
The final module in this series is a practical and complete process that targets 20 potential business relationships and explains how to grow five sources of continuous referrals from this.

In a practical and hands-on way it shows you how to put into effect all the skills, techniques and ideas covered in modules one to eight.

This module can be arranged as a workshop for various companies or held internally for one.

Costings

All prices exclude GST and include all workbooks.

Choose 3 or more modules and receive the workbooks at NO CHARGE – A saving of $15 + GST per attendee.

A minimum of 5 attendees is required for corporate presentations.

.	5 –10 Attendees	Up to 20 Attendees	Up to 30 Attendees
Modules 1 & 2	$195 per attendee	$2350 fixed price	$2,950 fixed price
Modules 3 to 10	$165 per attendee	$1,950 fixed price	$2,550 fixed price

For more information and to book, contact:

Inspired Learning Systems Limited
P O Box 102158
North Shore Mail Centre
Auckland 1002
Office 09-441-2164
Fax 09-441-2165