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So many of you took advantage of the special offer from Memory Gift Images in the June Results in Action kit — the 20 notecards personalized with an etching of your client’s new home — that By Referral Only and Memory Gift Images joined forces to bring you yet another special offer, just in time for the holidays.
This month’s Touchpoint is a holiday ornament with an etching of your client’s new home and name. Not only is this gift a very personal way to commemorate your client’s new home, it’s also a gift they’ll appreciate year after year. We recommend calling ahead to set up a convenient time to meet the client to give them their gift, preferably at their office. This is not something you leave with a receptionist or at the client’s front door!
Your visit with the client should be brief, but if you’re prepared ahead of time to use the BOND formula, it will take just a few minutes to effectively plant a referral seed.
Here’s how the BOND formula could work for your visit:
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| B | Bring Value | Set up a time to deliver the Memory Gift Images holiday ornament to your client’s office or home. |
| O | Open the Conversation | Encourage the client to unwrap the ornament. Tell the client that, however they observe the holidays, you thought they’d enjoy something to commemorate
their new home. |
| N | Nurture the Relationship | Go into the red with an acknowledgement
of them. (Prepare for this by writing a PAN-style note to practice what you’ll say before you meet.) You may want to ask if there’s anything they need – especially if they’re still in the After-
Celebration of your relationship. |
| D | Drop a Referral Seed | Use a prepared phrase to remind them that you appreciate their referrals. If the opportunity arises (or if you were able to create the opportunity), ask for the referral directly. |
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The BOND Formula
(Bring Value)
Deliver the Memory Gift Images ornament to your client’s office or home. Encourage the client to unwrap the gift.
(Open the Conversation)
"Mary, I just recently learned about the company that does these ornaments, and I immediately thought of you and your beautiful new home."
(Nurture the Relationship)
"You and Carl were such a pleasure to work with. I really appreciated how you kept your sense of humor, even when we hit some rough spots. Is there anything I can do for you right now?" (Mary says "no" but acknowledges how great you’ve been.)
(Drop a Referral Seed)
"Thanks, Mary, I’ll talk to you later. And remember, I want more clients just like you, so please don’t keep me a secret. Happy Holidays!"
Results in Action Asking – November 2004
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How it Works:
- When you meet with your client to deliver the holiday ornament, use the BOND formula to drop a referral seed without asking directly for referrals. However, if in the course of your conversation the opportunity arises (or you were able to create the opportunity) to ask – then ask.
- If using the BOND formula leads to your asking for a referral, be prepared to make your request as specific as possible: "Mary, in your church, who is the next person you know who might be thinking of moving into a smaller home?" Or, "Mary, who do you know that might like to own a vacation home on a lake?" Review Be Specific When You Ask in the green section of The Art of Asking Handbook.
- Receive coaching from Joe Stumpf around this script and others on The Art of Asking TeleClass. To participate, check your Community Weekly On-line e-mail for date and time, then call 580-474-3351 one minute before the scheduled start time, enter the appropriate code number followed by the # key, and you’ll immediately be placed into the call.
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