Like Nobody's Business

OK. You’ve started lining up your raving fans—people who know, like, understand and trust you. You’ve begun meeting with them, but are concerned that your relationships are starting to feel the chill. Consider these two broad mindsets when meeting with your raving fans and the prospects they bring you. Sales Mindset (Referral Mindset concepts in parentheses): * People who may need to be "sold to" (Raving fans find people who are ready to be buy. Need established by your raving fans who can ask more and better questions than you can based on their relationship) * Convinced of your competency (Prospects found by your raving fans are predisposed to be believe in you by their business/personal associate. They already trust Jane and come to you believing that you'll be trustworthy as well) * The sales rep is responsible for moving the prospect through the sales prospect (Your raving fan moves the prospect through the sales funnel) * Lower level of repeat business (Raving fans generate more business with