CLEVELAND, Tenn. (June 10, 2009)—Referrals are your hottest business clients—those specific businesses or individuals who are sent to you because they’re interested in what you offer.

Tim Spires with AXA Advisors will help local businesses capitalize on “Winning Referrals” during the June Top Tools for Business session presented by the Cleveland/Bradley Chamber of Commerce.

The Chamber’s Small Business Committee is offering this lunch-and-learn program to help you win referrals from your existing customers and boost your sales in 2009.

Spires’ program will take place Wednesday, June 17, at noon in the Chamber’s conference facilities and will include the following:        

• Evaluation of different prospecting methods
• Discussion on the importance and value of referrals 
• Identifying the difference between referrals and recommendations/introductions
• The importance of an agenda system for referrals 
• A stepwise system for expecting referrals
• Exploration of ways to respond to common objections
• A review of best practices for following up and showing appreciation to your customers.

Prior to joining AXA, Spires spent more than 25 years in the chemical industry. He is a graduate of the University of Cincinnati with a degree in chemical engineering and earned his MBA from the University of Tennessee in Knoxville.

In addition to his practice as a financial consultant, Tim also teaches part-time in the Business Department at Lee University and lectures in the Department of Management of the College of Business at the University of Tennessee. At UT, Tim works with executives and physicians, providing direction for leadership development while they earn their MBA.

To register for the program, call the Chamber of Commerce at 472-6587 or email This e-mail address is being protected from spam bots, you need JavaScript enabled to view it . Cost is $15 for Chamber members and includes lunch. Members may attend at no cost if you do not want lunch; however, registration is required for room setup and materials.

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