Get referrals now

January 24, 2010 by  

It is interesting how we Pre-Need Sellers
seem to have a difficult time
asking for referrals

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We seem to think that time is on our side and if we treat our customers well they’ll think of us and give some referrals.

It is way better to ask for referrals from the beginning, middle, and end or the process.  This is a referral mindset.

But, what’s overlooked?

Before you begin asking for referrals, and you should, you might want to look at it from your Prospect’s perspective.

Obviously, it is important for you to get referrals but why is it important to your Prospect?

Your Prospect has a lot to lose by referring a friend, especially if you screw up, or do something that disappoints your referral.  Also, the act of referring someone such as a Doctor, or a Tailor, implies you need psychiatric help or better clothes.  We, as a society, are reluctant to do things that might insult our friends.

I suggest you make it easy for your Prospect to refer.  Make it real easy.  Also, consider WIIFM (what’s in it for me?) the ‘me’ being the Prospect referring.

In earlier posts I talk about using tools such as a Planning Guide. 

Getting Prospects to refer friends to you to get a planning guide will seem much less intrusive.

Rewarding your Prospects who refer is important.  It doesn’t have to be a monetary reward.  The reward can be a note or some other acknowledgement.

Finally, picture yourself as a person who refers.  What type of recognition would encourage you to refer more?  What would encourage you might also help move your Prospects to refer family and friends.

Think about what’s important to you when you refer folks.  Now, go out and ask for some referrals.  You never know, you just might get a few.

Happy Selling!

David…

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