Three Phases of a B2B Relationship

In our last meeting, Rick shared that the way to generate customers is by building your Core 100 which is your business to business relationships. Today, let’s listen in as Rick guides his team on the scripts to use when connecting with other business owners and how to create reciprocal relationships.
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Here are the scripts mentioned in the podcast: 

3 Parts:   Introduction, Commitment, Follow-up

Part 1 of 3 Introduction

Team Member:  Hi ___________. This is (Your Name) with the Rick Fuller Team. How has everything been going for you? ….

Anyway, I am actually calling today because my business has been growing and lately I have been getting people that could potentially need what you do for a living and it made me think of you. I wanted to see if you were interested in receiving potential clients from me?

Potential CORE 100 Member: Of course! Who wouldn’t be?

Team Member:   That is what I thought but you never know... I do have a question though. Do you currently have a Realtor that you are committed to meaning if you were going to sell your own home they would be the one you would sell it with?

Part 2 of 3 Commitment

Potential CORE 100 Member: Well yeah. I use __________. She has been my family's Realtor for the past 20 years but that doesn’t mean I wouldn’t love to do a good job for your clients. (If someone has a Realtor already, move on. You don’t want to compete for their referrals) 

OR

Potential CORE 100 Member: No, not really. I mean I know a lot of Realtors around town but I can’t say that I am fully committed to anyone yet. Why do you ask?

Team Member:  I only ask because I really believe in the power of having and developing reciprocal relationships with other businesses and I just want to make sure that anyone that I make a decision to commit to and send referrals to is just as committed to me and my business as I am to them and their business. I make it a point to search for great referrals and advocate for those that I am aligned with because I really believe in making an effort to contribute to the success of those around me. I mean I think we have all had the experience where we were sending all of our referrals to someone only to find out that they were sending their business to someone else… 

Potential CORE 100 Member: I know what you mean. 

Team Member:Exactly! So you know what I mean. Does this sound like something you could commit to then because I would really love to be able to tell my clients that you are the ______ that I recommend on a regular basis and know that you are telling your people the same about me? 

Potential CORE 100 Member: Definitely! I will definitely keep my eyes and ears open for anyone that I know of that is looking to buy or sell.

Part 3 of 3 Follow Up

Team Member:  Perfect! We should plan to grab some coffee soon so I know exactly what kind of people are perfect for you and you know what is right for me. Would that work for you? 

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