Ruth Forbes asked me "For the e-mail referrals, do you have, up your sleeve, a GREAT (motivating) letter to clients? I would like to get to those clients who have yet to give me referrals."
While I don't have such a letter, Ruth, here's an idea that Pamela Yellin calls her "Client Feedback Survey":
1. Call your clients and tell them you want to get feedback on how you are doing, so you can become better at serving them. Do this yourself, at least the first few times, and don't send a letter.
2. Ask the person to be honest and to tell you specific ways in which you could improve the way you do business. Listen carefully and take notes.
3. Thank the referrors, even for negative feedback.
4. Then ask what they have liked about doing business with you. Most important, ask what is the biggest benefit they have received from working with you. Turbo-charge your results by asking feeling questions.
5. Tell them you are glad they feel that way, and ask who else they care enough about that they would want to see them benefit in the same way.
6. Describe your ideal prospect, to prompt them to give you the highest quality prospect. Also, show them a list of people they would be likely to know (neighbors, friends, etc.) and ask who on the list would be worth contacting.
Referral TIP - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
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Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
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