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Abu Dhabi

How To Create High Quality Opportunities & Save Time!

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Published in: Business Strategy
895 Views

Learn how to be time efficient whilst creating amazing business opportunities.

Philip M / Dubai

3 years of teaching experience

Qualification: BSc Psychology

Teaches: Personality Development, Creative Thinking, Sales Training, Marketing: Communications, Marketing: Strategy, Strategic Marketing, Marketing

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  1. 'Nib GROW YOUR BUSINESS How to Create Referrals using the BANT Formula
  2. A Quick Quiz! Raise your hand if: 1. 2. 3. 4. You want more business? You want more leads? You want more referrals? So for increasing business, which is better? a. Leads b. Referrals c. Doesn't matter
  3. A Quick Quiz! Raise your hand if: 1. 2. 3. 4. You want more business? You want more leads? You want more referrals? So for increasing business, which is better? a. Leads b. Referrals c. Doesn't matter
  4. What's the Difference? "Nothing influences people more than a referral from a trusted friend" A lead is a person or organisation with an interest in what you're selling A referral IS all the above with the added assurance of credibility & trust
  5. So, Why Are Referrals Better? Referrals are NOT guaranteed business. BUT they are serious opportunities Referrals are more likely to convert Referrals convert into sales 69% faster o sales Referrals that close have a 59% higher lifetime value
  6. HOW TO Generate Tell Me More Referrals for My Business?
  7. Givers Gain Philosophy and The BANT The Givers Gain Philosophy A Referral State of Mind What Goes Around, Comes Around BANT A Sales Qualification Framework Originally created by the geniuses at IBM By combining the two, you can grow referrals strategically. your
  8. so, what is BANT? B = Budget Does the prospect have a budget? What's the value? budget oybly
  9. so, what is BANT? A = Authority Is the prospect a decision maker? Or is the prospect an influencer?
  10. so, what is BANT? N = Needs What's their business need? Do your solutions suit their needs? 1 NEED YOU
  11. so, what is BANT? T = Timeline When will they need you?
  12. How to Use BANT to Generate Referrals? 2. Identify who you wish to help and arrange a 1-2-1 Ask and write down the answers to the following questions: a. b. Budget i. What is the approximate cost of your services? ii. How much should a client be prepared to spend? iii. What is a professional way to ask a client for their budget? Authority i. Who is your ideal target audience? (sector / size / location) ii. What designation is the decision maker? iii. What designations are the influencers?
  13. How to Use BANT to Generate Referrals? 3. 4. 5. Ask the following questions (continued): a. b. Needs i. When do prospective clients need your service / product? ii. What are the common pain points to ask for? Timeframe i. How long does it take to deploy your product / service? ii. When will the client begin to feel / see the benefits? iii. Can you offer a special deal to encourage quick sales? Take 30 minutes and create a list of prospects Contact and create a referral using the info above!
  14. Thank You!

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