|
|
Like this article? PLEASE +1 it! |
|
The Key to Client Referrals
Written by: Donald F. PooleyArticle Overview: The key to your clients giving you unlimited referrals is to make it as easy as possible for them to give you referrals!
![]() |
Free Download - Banks Cant Sell By Donald F. Pooley |
The Key to Client Referrals
The key to your clients giving you unlimited referrals is to make it as easy as possible for them to give you referrals!
It doesn't matter whether you ask your clients for referrals over the telephone, in person, or in writing, you must make it effortless for them to give you some. In other words, you need to lead them by the hand and tell them specifically what kind of people you want them to refer to you.
For example: Instead of saying, “Do you know anyone who may be able to benefit from my product or service?” say… “Who do you know who may be able to benefit from the same service you're getting from me, such as a family member, a brother, sister, cousin, uncle, friend, neighbor, co-worker?”
When you ask your clients this question, you're making it very easy for them to come up with the names. This is an open-ended question that can't be answered with a “yes” or “no.” They have to provide you with a name.
Here's another example: If your target market is business owners who have between five and ten employees and annual sales of $1,000,000, instead of asking your clients, “Who do you know who may be able to benefit from my product or service?” say, “Who do you know who runs a small business with five to ten employees and has yearly sales of about $1,000,000, such as an accountant, lawyer, dentist, doctor, pharmacist, contractor, landscaper, or consultant?”
When you mention “accountant,” they think of an accountant they know. And when say “lawyer,” they picture one they know.
Another twist: Instead of asking, “Who do you know in your chamber of commerce who may benefit from my services? ” say, “Who do you sit next to at your chamber of commerce meeting that may be able to benefit from my services?”
If someone were to ask you the first question, you may not be able to think of anyone. But if they were to ask you the second question, you'll have no trouble coming up with some names. This is because the second one lets them visualize who sits to their left, who sits to their right, who sits in front of them, and who sits behind them at their meetings.
Because the first question is vague, you're forcing your clients to think too hard to come up with a name. And since they don't want to put in the effort to think of one, they simply tell you, “No, I can't think of anyone right now.”
Look, as human beings, we think in pictures. So the clearer and more specific you tell your clients what type of people you want them to refer to you, the easier it is for them to visualize someone.
The above article was excerpted from Ken Varga's 1,152-page wealth-creation program, "11 Amazing Secrets of Outrageously Successful Insurance Agents". As a TIP subscriber you are entitled to a 10% discount (Code: DPOOLEY), and you can try it out for a full year without any risk. Full details are at: Ken's site . Ken was in the our business for 33 years, and his agency insured some 459,182 policyholders, so he's a true master!
Article Tags:
|
About the Author: Donald F. Pooley RSS for Donald's articles - Visit Donald's website Don Pooley, the author of this article, allows you to publish it if you include these credit lines: 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 Singapore, and now in his free ezine. To get more ideas on marketing your services, plus free ebooks, subscribe now at http://www.eTIP.ca/ Click here to visit Donald's website What Does Your E Address Tell People About You What Your Ezine Will Cost Answer to a New Agents Plea Spread The Word Your Word What Makes A Champion |
Related Forum Posts
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Selling with Humor (and a Sorry Butt)
Email Marketing Made Easy #11 - Avoiding Spam
Anger Solutions at Work: Why Customers Get Angry
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.



