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We can all agree that referrals are effective at acquiring new sales leads, but getting your clients to personally introduce you to new prospects is even more powerful than finding new clients.
When you receive referrals, your clients usually give you a name and a phone number. However, a personal introduction is much more effective at gaining the confidence and trust of potential new clients.
If your prospects have confidence in the opinions of your clients, they will project that confidence on to you and converting them to clients will be much easier.
Here are eight tips to help you get more personal introductions.
1. Make yourself referable by developing and maintaining long-term relationships.
When dealing with your clients, think long-term. Don’t just contact your clients when you need something from them. You must provide added value services, offer services that go beyond your client’s expectations and industry standards.
2. Confirm your client’s confidence in you. Before asking for personal introductions, make sure that your clients have 100% confidence in your abilities. Ask questions to get your clients to tell you how they feel about you and your services. Remind them of the successful things you have achieved working together.
3. Make sure that your clients know specifically what your ideal client looks like. Give them a description of your ideal client; this will make it easier for them to help you
find new prospects and provide you with better qualified leads.
4. Help your clients identify potential prospects by asking probing questions. For example: “Who’s the most successful person you know?” Who are some of the other successful owners/managers you work with?” “Who do you know that’s having some of the same issues we successfully solved together?” These types of questions will help your clients develop a list of people they can personally introduce you to.
5. Qualify your leads by learning as much as you
can about them from your clients.
The more you know about your prospects
before you meet them, the easier it will be
to build rapport
quickly when you get your introduction. Try
to find out if they have any major
events going on in their lives. For example:
a recent job promotion, a major financial
purchase or the birth of a child.
6. Ask your
clients to personally introduce you to the people
that fit your ideal client. Many
sales professionals never get around to asking
for referrals and fewer ever ask for personal
introductions. You may get some resistance and
people will just offer you names
and phone numbers, but you have to encourage
them to give you personal introductions.
Maybe a lunch for three is in order or how about
inviting your client to a sporting event and
asking them to bring the prospect along, (your
treat).
7. Remember to thank your client for the introduction.
Showing your appreciation will go
a long way to maintaining and growing your relationship
with your clients. You will also
create goodwill and their confidence in you
will strengthen.
8. Keep your
clients in the loop. When you get personal
introductions, always keep your
clients informed about the interactions and
outcome of your efforts.
As financial services
and products become commodities, the relationships
you have with your
current clients is a critical element to the
growth of your business. Your current
clients can be the best source for high quality
sales leads. If you want to elevate your
business to a higher level don’t just settle
for getting referrals, go the extra step and
try to get personal
introductions.
www.HowToMarketFinancialServices.com
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How To Get Your Current Clients To Introduce
