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How to Attract Referred Leads

Written by: Donald F. Pooley

Article Overview: When you get a new client, you probably feel good about him or her. Your new client obviously feels good about you.

How to Attract Referred Leads

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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Related Forum Posts
Re: 3 Ways to Grow Your Business in 2011 - Hi David, I've had a lot of success by building my own media list and then emailing out the reporters when I have a story. I've also used PR Leads (paid program) which got me into the New York Times and Forbes. I haven't done much with online press releases - from what I hear they can help you with your SEO but they don't get much mainstream media attention. Let me know if you have any specific questions and I'd be happy to help!
Re: February 14 Triple Crown Update - Yes, since we started the contest Jay has won every time for the Referred Articles category!
Re: October 17 Triple Crown Leaders - Yep - and Robin referred him and is getting all the credit in the Referred Articles category!
Re: August 1 Triple Crown Update - After taking a look at the July 11 update, I was starting to wonder if anyone would fill the gap under the Referred Articles section. Not surprisingly, Jay is going strong with 14 now. Will anyone join him?
Re: September 26 Triple Crown Update - Hi Evan, Thanks for the update, the Referred Articles section is really hotting up and I'm sure will keep our interest right to the line. The other two categories seem to be showing clear leaders particularly Milly who is out of sight and David who is showing us a clean pair of heels this time around in the forum posting section. regards, Mal.


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