Name

Date

Trade

1.Who is your Target Market?

2.What are your main products and services per Target Market?

3.What is your unique selling proposition (USP) or most important selling point? Why would someone use your products or service?

4.What would be the visual/audio cues that your targeted market would show/say that indicate your service/product would be of benefit to them?

5.What should I say to qualify a prospective customer for you?

6.Are there any common objections that your targeted market may say, and what should I say to convince them?

7.Which companies and industry would be good referral sources for you?

8.What should I say to connect you with a prospective referral source for you?

9.Can you help me to scale the referrals so that I could give more effective referrals for you?

10.What are the typical referrals that you may receive but are not the ones you are looking for?

11.What other doors could I open for you that might be part of your business model/growth?

12.What do you think I can do better to enhance our relationship as Referral Partner?

13.What action I do to support you in the next 24 hours?

Subsequent

1.Are there any changes or new development with regard to what you shared during our earlier dance? What is your current focus or direction for your business?

2.How can I help you to refer, cross-sell or enhance awareness for your new initiative? Can you provide supporting materials (e.g. write-up, posters, pictures, video) where I can help to share with my contacts?

3.Who are your top 5 customers? Why do your clients think you are good?

4.If I could introduce 1 person/company you really want to connect, who would that be?

5.Is there any missing trade in the chapter that you desire which could also benefit or connect with 2 or more members where it could potentially evolve into a power team? (Describe more of this trade, especially its specialization if any. Proceed to invite such trade as Visitors)