The biggest secret to obtain REFERRALS
(Versión Español en el botón de arriba)
Every successful salesperson of any product or service, knows that the most efficient, quick and productive way to go for the next sale, is by contacting the potential prospect who was referred by a common relationship.
Despite the use of new technologies (also very efficient) and social media, contacting referred prospects gives us a great advantage in getting the next business
In Latin countries, we can get an appointment - referred by a person in common - in less than 60 seconds! While in developed countries, getting the appointment from a referred person would take us an additional 60 seconds.
Obtaining referrals, is the most productive task an adviser, broker or insurance agent can do in their prospecting activity
The following approach was used to get and set an appointment, in the city of Guadalajara, Mexico; and also used as a demonstration, in a conference for insurance advisors in the city of Ottawa, Canada (The names of people and companies were changed)
Prospect: Good morning, Controles Modernos?
Advisor: Good morning; Felix Castro?
Prospect: It’s Me!
Advisor: Thank you Felix; my name is Edgar from Regional Insurance ... Felix; I am visiting some friends at Controles Modernos, and among of them to Hector Ramos who gave me your coordinates, and asked me to provide you with the same insurance information he already got from me ... Could I see you tomorrow at 1:00 p.m. at your place?
Prospect: At one o’clock, it’s my lunch hour!
Advisor: Excellent! Then you could invite me! (Slight laughter perceptible by the prospect) ... I'm joking Felix ... At 12:30? This only takes a few minutes and you can eat your lunch at the usual time ...
Prospect: Let’s do it, then
Advisor: Is Controles Modernos located at the peripheric? or in the Loma Blanca sector?
Prospect: Peripheric!
Advisor: Then I'll see you tomorrow 12:30 ... Have an excellent day Felix!
Prospect: You're welcome; I wait for you
(55 seconds to get the appointment)
(The very next day interview was conducted, and 45 minutes later the prospect became a satisfied customer, and provided with 5 referrals)
Also, we can start preparing our interviewees (Face to face or by phone), so that they can provide referrals upon finishing our interview or telephone contact.
On a certain occasion, during one of my coaching sessions with a successful insurance advisor, in the city of Ottawa Canada, I recommended my client that after obtaining appointments by phone and before finishes the call, she uses the following speech with her prospects:
"Mrs. Smith; I'm going to ask you a huge favor ... Tomorrow, when I finish my conversation with you ... Would it be possible for you to provide me with 3 to 5 referrals, just in case you were satisfied with the information you will receive ... Wouldn’t you?”
My client was not very convinced of my recommendation, so I asked her to do it at the next session… I perceived she did NOT want to do it, and I didn’t want to push her.
The following week I found her very excited; and she informed me that two of her peers - one of the most successful at the office, and one of the oldest – both told her “it was not convenient asking for referrals that way”, so they did not recommend her follow my advice.
Fortunately, she also asked to her Manager and he suggested her to do it, because that’s why she was paying for coaching services: “to perform different actions than other advisors do”. So, she did it, and finally she got appointments from her prospects and they would prepare the referrals for her at the meeting time.
My dear reader, now you are prepared and open minded to receive the biggest secret to obtain REFERRALS:
Simply start sharing your experiences from your sales activities with your peers regarding Prospecting, Approaches, Presentations, Sales closings, Handling Objections, Testimonials or true stories, Services, Personal improvement, etc.
How do you dare asking for referrals from your prospects, clients or other people, if you are not willing to share your own sales experiences with others?
Start deserving them ... Share your experiences first ...Referrals come later themselves!
Do you like the contribution? .. Well now it's your turn to share this with your peers
THEN; don't wait, go over our PROFESSIONNAL SELF-ASSESSMENT and start creating and sharing a new lifestyle for you and your loved ones; NOW!
(If link doesn't work, go back to "HOME" page and click on "PROFESSIONNAL SELF-ASSESSMENT"; top right)
Edgar Mesina Reyes TGO. LUTC Certified Life Coach www.proactivec.com
