When and how to ask for referral leads from the existing clients? Can a new agent succeed in getting and converting the referral leads?
Saul
Total Comments: 10
Posted: Wed Jun 10, 2009 10:48 am Post Subject:
If you want to build a referral based practice, you also need to get referrals from prospects.
Posted: Thu Jun 11, 2009 05:58 am Post Subject:
Hi new_kid_in_the_block,
Insurance Expert has come up with an excellent suggestion..
Apart from that there are different scenarios wherein you may seek referrals from existing customers. When up-selling you may ask for a referral in case the base product is being liked by your existing client while the add-on product is not.
Do you think you're confident enough to interact with people and try to build some rapport, so that it naturally develops into a network of clients for you?
Steven
Posted: Thu Jun 11, 2009 08:43 am Post Subject:
I'd say that a new agent initially might face some problems in obtaining referral leads since they have no established track record. It might take them sometime to convince their customers of their services.
IMO the best time to ask for referral is after the policy is issued to the client. You can then call them up to check with them and ask if they can name few more interested fellows.
Insurance Expert definitely has given a very good suggestion and apart from that you may even ask a non-interested client to give you referral leads as well.
~Jeremy
Posted: Thu Jun 11, 2009 08:51 am Post Subject:
When and how to ask for referral leads from the existing clients?
Everytime just end your dialogue with..."do you know who else would be interested in getting insured?"
Can a new agent succeed in getting and converting the referral leads?
Success rate with referral leads would definitely depend upon the quality of leads that you would get but anyway you would get better return from qualified referrals than any other form of leads.
Posted: Thu Jun 11, 2009 02:07 pm Post Subject:
It really all boils down to trust. In sales, it is often true that if they like you they listen, and if they trust you they buy. If they do indeed trust you, they have no problem referring you to their friends and family. Referrals can take a little time as others suggested, but it never hurts to ask.
Remember that referrals come in several ways. You can always pass your cards to clients and hope that someone calls you, and sometimes they will. BUT you will often find more success in asking proactively for the referrals.
- Mr. Customer, are you satisfied with what we have done today? Is there anything else I can do? Which important people in your life need to speak with me as well?
There are lots of other ways to ask, but this normally works pretty well. Remember above all that yes or no questions will typically result in a negative response (or whichever is easier). For example, do you know anyone...will be a no...if you say who do you know...it's a question that has to at least be thought about before responding.
Posted: Sun Jun 14, 2009 12:21 am Post Subject:
I found the best way to ask for referrals is when I call a customer to tell them their policy has been issued. They are usually pleased with the news and I then ask them to give me at least two other names and numbers of people I can help.
Works like a charm. Often I don't make an immediate sale but it gives me people that I can develop trust with for a later sale or more referrals.
I also find that the best way to earn a referral is to handle a problem properly and efficiently. When you receive a call from a client (even if it seems like a ridiculous complaint)...try to return it as quickly as possible. It makes the clients feel like they are important.
I have earned more referrals from dissatisfied customers turned into satisfied customers than from any other avenue! Many agents pawn off service calls on their employees (if it is possible for them to do so)...but I welcome the opportunity with open arms, and suggest you do the same!
Posted: Mon Jun 22, 2009 08:54 am Post Subject:
Thanks everyone for your suggestions.
However, the problem that I have been facing is whenever I ask for referrals after the meeting the person either can't come-up with the names or would give names of people who are not interested. My problem is that I'm not getting what exactly is called quality referral leads.
Posted: Mon Jun 22, 2009 10:34 am Post Subject:
Feed names. Ask for whom you want. For instance, if you want to work with attorneys, ask about their personal attorney. If you want to work with people with babies, ask about friends who just had a baby.
Do a little homework. Ex. You are meeting Joe in his law firm. Find out the names of a couple of his colleagues in advance. Ask specifically to be referred to those people. Ask about them and if they sound like they're quality, tell Joe that you are going to call on them. Ask if when you call if you can mention that Joe spoke highly of them.
Posted: Wed Jun 10, 2009 10:48 am Post Subject:
If you want to build a referral based practice, you also need to get referrals from prospects.
Posted: Thu Jun 11, 2009 05:58 am Post Subject:
Hi new_kid_in_the_block,
Insurance Expert has come up with an excellent suggestion..
Apart from that there are different scenarios wherein you may seek referrals from existing customers. When up-selling you may ask for a referral in case the base product is being liked by your existing client while the add-on product is not.
Do you think you're confident enough to interact with people and try to build some rapport, so that it naturally develops into a network of clients for you?
Steven
Posted: Thu Jun 11, 2009 08:43 am Post Subject:
I'd say that a new agent initially might face some problems in obtaining referral leads since they have no established track record. It might take them sometime to convince their customers of their services.
IMO the best time to ask for referral is after the policy is issued to the client. You can then call them up to check with them and ask if they can name few more interested fellows.
Insurance Expert definitely has given a very good suggestion and apart from that you may even ask a non-interested client to give you referral leads as well.
~Jeremy
Posted: Thu Jun 11, 2009 08:51 am Post Subject:
When and how to ask for referral leads from the existing clients?
Everytime just end your dialogue with..."do you know who else would be interested in getting insured?"
Can a new agent succeed in getting and converting the referral leads?
Success rate with referral leads would definitely depend upon the quality of leads that you would get but anyway you would get better return from qualified referrals than any other form of leads.
Posted: Thu Jun 11, 2009 02:07 pm Post Subject:
It really all boils down to trust. In sales, it is often true that if they like you they listen, and if they trust you they buy. If they do indeed trust you, they have no problem referring you to their friends and family. Referrals can take a little time as others suggested, but it never hurts to ask.
Remember that referrals come in several ways. You can always pass your cards to clients and hope that someone calls you, and sometimes they will. BUT you will often find more success in asking proactively for the referrals.
- Mr. Customer, are you satisfied with what we have done today? Is there anything else I can do? Which important people in your life need to speak with me as well?
There are lots of other ways to ask, but this normally works pretty well. Remember above all that yes or no questions will typically result in a negative response (or whichever is easier). For example, do you know anyone...will be a no...if you say who do you know...it's a question that has to at least be thought about before responding.
Posted: Sun Jun 14, 2009 12:21 am Post Subject:
I found the best way to ask for referrals is when I call a customer to tell them their policy has been issued. They are usually pleased with the news and I then ask them to give me at least two other names and numbers of people I can help.
Works like a charm. Often I don't make an immediate sale but it gives me people that I can develop trust with for a later sale or more referrals.
Posted: Wed Jun 17, 2009 01:44 am Post Subject:
Hopefully this article can help:
ezinearticles.com/?8-Ways-to-Get-Insurance-Referrals&id=1995624
Posted: Mon Jun 22, 2009 02:35 am Post Subject:
I also find that the best way to earn a referral is to handle a problem properly and efficiently. When you receive a call from a client (even if it seems like a ridiculous complaint)...try to return it as quickly as possible. It makes the clients feel like they are important.
I have earned more referrals from dissatisfied customers turned into satisfied customers than from any other avenue! Many agents pawn off service calls on their employees (if it is possible for them to do so)...but I welcome the opportunity with open arms, and suggest you do the same!
Posted: Mon Jun 22, 2009 08:54 am Post Subject:
Thanks everyone for your suggestions.
However, the problem that I have been facing is whenever I ask for referrals after the meeting the person either can't come-up with the names or would give names of people who are not interested. My problem is that I'm not getting what exactly is called quality referral leads.
Posted: Mon Jun 22, 2009 10:34 am Post Subject:
Feed names. Ask for whom you want. For instance, if you want to work with attorneys, ask about their personal attorney. If you want to work with people with babies, ask about friends who just had a baby.
Do a little homework. Ex. You are meeting Joe in his law firm. Find out the names of a couple of his colleagues in advance. Ask specifically to be referred to those people. Ask about them and if they sound like they're quality, tell Joe that you are going to call on them. Ask if when you call if you can mention that Joe spoke highly of them.
Add your comment