Don’t Ask For Referrals
By: Admin
Date: 12 / 11 / 2014
Date: 12 / 11 / 2014
We are often told that referrals are a great way to build a business, however in reality many people are reluctant to give a referral. So don’t ask for one!
Instead, ask for an introduction. An “introduction” sounds much less threatening and informal than a referral. Most people are quite comfortable about introducing one person to another.
Here are some tips to help you find introductions:
Use words that create visual pictures for people. For instance a successful insurance sales rep does not tell a potential client “this policy will pay you $500,000 if you die.” They are more likely to say “this policy will make sure that your children are fed and educated, and that your family can continue to live in your freehold home.” Don’t be afraid- ask up front and out loud. Tell your clients that you are going to make them so happy they will gladly give you five introductions and then make sure you live up to that expectation!
Talking about expectations, expect introductions from everyone you meet, don’t just hope for them. You expect the light to come on when you flick the light switch, you don’t hope it will!
Do what is necessary to turn an introduction into a sale and then into a new client relationship. Make sure you deserve that person’s business both initially and for the long term.
The advantages of building your business this way are many:
To deserve introductions you have to be a good business, so the process helps you to stay on top of your game and find ways to improve. It is a lot more fun than other marketing methods so be sure to enjoy the process!
About ActionCOACH
Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog!