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!
The Key to Client Referrals - To learn more about this author, visit Donald F. Pooley's Website.
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David Barr
David Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business.
David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Donald F. Pooley
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Copyright 2005, Donald F. Pooley, Inc.
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