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Guest post by: Donald F. Pooley Become an Author

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When you get a new client, you probably feel good about him or her. Your new client obviously feels good about you.
The best time to get new leads is while they still feel that way, and they know, like, and respect you. This is the time to arrange for referrals.
Early in your presentation, when you talk about how you work, explain: “I get paid in 2 ways. Obviously, one is commission. The other way is referrals. I will ask you for 2 referrals.”
Delivering the product personally can also lead to referrals, as it gives you opportunities to:
* Re-establish why your client purchased the plan from you at this time;
* Provide a review;
* Clarify benefits not fully covered previously;
* Establish the need for future business;
* Make your client feel good about his purchase;
* And ask for REFERRED LEADS.
Become Referable:
Market specialization is one way to become referable. If you want to sell to a special group, such as business owners or professionals, prospect for people in those areas. Eventually you become a specialist among that particular group.
Some people specialize by becoming highly knowledgeable in one product or service. Clients who recognize such expertise find it easier to recommend their services.
One of my clients repairs house roofs. His company repairs only one type of roof—tar and gravel. His service is tops. Why would I refer anyone else?
Qualitative Prospecting:
You can provide superior service to a group of clients if you solve the one problem of getting referred leads. Explain the following idea to your clients: “Most salespeople spend 90% of their time looking for qualified leads and 10% of their time providing service to their clients. With your help I can spend 90% of my time working for you and other clients.”
Lyle Manery, BA, CLU, CHFC, started in a life insurance head office 48 years ago, became licensed to sell in 1957, earned his MDRT membership for 25 years, and Top of the Table twice, so he knows his stuff! He also writes about it, & publishes his own books. They’re described at: www.chimofinancial.com. Email him at lyle@lyaltapublishing.com.

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