Then, add to your drawing as follows.
Then simply continue with the remainder of the talk.
Some points to keep in mind when using the "One in Five" Referred Lead Talk:
- Psychologically, it's a good idea to ask for three good names — not "a couple." Don't press for more names, but, after you have these three names, ask your referrer, "And who else comes to mind?" Continue gathering names. Then, go back and ask for as much information as he or she can relay about their family status, business connections, hobbies, etc. for each on-profile referral.
- When asking for and expecting to get names, don't hesitate to describe in some detail the profile of the kinds of people you seek in terms of market (whether Gen-Xers, Baby Boomers, Matures), income, family, employment, etc.
- Now, assume consent to use the referrer's name by asking: "Chris, are you going to see any of these people in the next week or so?" Invariably, the response is, "Sure." Then say, "Would you mind telling them that I'll be giving them a call?" Again, the response is, "Sure."