6 Steps to Gain More Sales Referrals
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The document outlines a 5-step process for obtaining more referrals from clients. The steps are: 1) Confirming the client found value in the meeting; 2) Reinforcing the focus on providing value to the client; 3) Reminding the client how you were introduced; 4) Asking permission to brainstorm 3 names of other potential clients; 5) Thanking the client. Following this process is presented as an effective way to earn more referrals from satisfied clients.
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6 Steps to Gain More Sales Referrals
- 1. 5 s t e p s t o m o r e referrals MANUEL AMEZCUA PRESIDENT, CEO AT MASSMUTUAL GREAT LAKES
- 2. OVER MY 17 YEAR CAREER IN THIS BUSINESS, I HAVE SAT IN FRONT OF THOUSANDS OF AWESOME HUMANS. MOST OF THOSE MEETINGS HAVE BEEN SET BY FAVORABLE INTRODUCTIONS FROM CURRENT CLIENTS. REFERRALS ARE THE LIFE BLOOD OF A SUCCESSFUL SALES PRACTICE. HAVING SIMPLE "SYSTEMS" FOR EARNING REFERRALS IS THE FIRST STEP. THESE 5 SLIDES WILL SHARE A SIMPLE CONVERSATION I HAVE AT THE END OF EVERY MEETING I KEEP.
- 3. confirm value has been exchanged ASKING THE QUESTION: "WHAT DID YOU FIND TO BE MOST VALUABLE TODAY?" WILL CONFIRM YOU HAVE PROVIDED VALUE.
- 4. reinforce focus on providing value in that area CLIENTS WANT TO BE SURE THEY ARE HEARD AND UNDERSTOOD. CONFIRM YOU HAVE HEARD THEM BY RESTATING THE AREA OF FOCUS IN WHICH YOU WILL PROVIDE MORE INFORMATION.
- 5. remind them how you met WE ARE OFTEN INTRODUCED TO OUR CLIENTS THROUGH A NOMINATOR. REMIND YOUR CLIENT WHO INTRODUCED YOU AND OF THE SIGNIFICANCE OF THESE INTRODUCTIONS FOR YOU TO CONTINUE TO SERVE MORE FAMILIES AND BUSINESSES.
- 6. ask for permission to brainstorm 3 names POLITELY ASK FOR PERMISSION TO BRAINSTORM 3 NAMES OF PEOPLE THEY CARE ABOUT AND RESPECT SO YOU CAN INTRODUCE YOURSELF AND POTENTIALLY SERVE AS A RESOURCE TO THEM AS YOU WERE FOR YOUR CLIENT TODAY.
- 8. K E E P D O I N G GREAT THINGS.