Selling: Building Partnerships 7th Edition by Barton Weitz,Stephen Castleberry ,John Tanner

Exercise 13

Develop the details of an appropriate referral event, which is a gathering designed specifically for current customers to introduce prospects to Wright's. Give details on the place for the event as well as what will happen during the event. Be creative. Remember that referral events should be fun for current clients as well as leads. Assume that key leaders in most tree service companies in the area, although competitors, meet informally from time to time to discuss new laws and talk about problems they are having.