by nique1221 » Tue Jan 23, 2007 04:52 am
So what do you think is the best time and way to ask for referrals when you are in the sales cycle with a client? Lets see what everyone has to say about this topic.
Posted: Sat Feb 03, 2007 05:17 pm Post Subject:
If you do the job you are supposed to do, people will not hesitate to send you other people.
Referalls are huge for me, that is where the majority of my business comes from. A good agent has what his/her clients best interest in mind, regardless if it benefits the agent or not. I turn people away alot, and in return I get rewarded with referalls from both customers and prospects.
I'm sorry but this is another pet peeve of mine! First off this poster speaks for people? Is that all people or just some people? Don't really know but I'm sure all people. And if you don't agree or have a positive view as in his/hers than you are not doing your job properly! Just love it when someone is so good with language that they can tie such weaves together in such short a paragraph!
Now lets not even go into the fact that what I am thinking he means such as a client giving up the names of their friends or whatever for you too call isn't a referral! To me a referral is when say client John tells his friend Bill that he has a great insurance guy that can fix his problem and gives Bill my number. Now when Bill calls he'll tell me that John gave him my number and should call me, now that is a referral! To ask a client for XX amount of names and numbers and than calling them isn't really a referral at all but simply a prospoecting method started by fairly hard core sales types of other industries.
Hello insuranceguy, are you the same that is posting over at Insurance Forums with John, Sti and company?
Posted: Sat Feb 03, 2007 05:21 pm Post Subject:
Hey Rick,
I am not sure what Insurance Forums is, this is the first insurance community I have found (and it was difficult to find one).
At the end of each 'sale' (I hate calling it sale), I ask for referalls. They will then contact people, tell them to either call me or I will give them a call, and we will get in contact. Some people call me, some others I have to call. I dont care if they give me 1 person or 30 people. Referalls are key in this business.
Posted: Sat Feb 03, 2007 05:23 pm Post Subject:
Hey Rick,
I am not sure what Insurance Forums is, this is the first insurance community I have found (and it was difficult to find one).
At the end of each 'sale' (I hate calling it sale), I ask for referalls. They will then contact people, tell them to either call me or I will give them a call, and we will get in contact. Some people call me, some others I have to call. I dont care if they give me 1 person or 30 people. Referalls are key in this business.
Just doesn't fit my system. Prospecting is key and I do that well. Hey, if it works for ya more power to ya! I suppose the handle Insurance Guy is a common handle.
Posted: Sat Feb 03, 2007 05:28 pm Post Subject:
I prospect as well, but it never hurts (atleast in my opinion) to ask for referal. If each client is happy with my service (which they are, I sure hope!) I dont see the problem in asking.
Posted: Sat Feb 03, 2007 05:33 pm Post Subject:
I hate asking for names or information of their friends or family. I just hand them some.
Posted: Sat Feb 03, 2007 05:44 pm Post Subject:
That works to!
Posted: Sun Feb 18, 2007 03:39 pm Post Subject:
Alan, youre suggestions are excellent. I have heard of them before but never followed through with the car wash example or the monthly newsletter. I think these are excellent. jen
Posted: Fri Mar 23, 2007 07:30 pm Post Subject:
I am new at this "game" but I think there is a fine line between 'someone who helped and is now asking for a referral or two' and 'someone who helped, and now wants more' - I think it really depends on the agent, the method of delivery and most importantly - the client.
I just don't think that one technique will work for every person.
Posted: Tue Apr 03, 2007 06:34 pm Post Subject:
I think Rick made a key point in an earlier post, asking for names is a form of prospecting and it gets you a lead. If it fits into the natural rythm of your conversation with the client you can pick up a few names that are slightly better than looking in the phone book. Nonetheless, leads are good.
A referral is a whole different animal. A referral entails a strong endorsement from a client to someone who values that endorsement, someone who needs (or is likely to need) the product you sell, and who will be open to meeting with you. Referrals are great.
In my thinking (I don't want to irritate Rick by inferring all people think this way :) ), getting names in some fashion during your sales presentation or delivery is a lead generating practice.
Your referral generating practice starts when you pull out of the driveway in the morning and doesn't stop until you pull into the garage at night. The only way to get good quality referrals is to be very good at what you do every day. People (sorry Rick!) don't "give" you referrals, they give you leads. Referrals are earned over time from being very good at what you do.
-Colin
Posted: Tue Apr 17, 2007 04:42 pm Post Subject:
If you close, asking if they know of anyone else that think might be interested wouldnt be too much to ask. I think the car wash referral idea is genius.
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