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Sales Coaching To Get Referrals Without Being Pushy |
By:
Cheryl A. Clausen |
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Sales Coaching to Get Referrals without being Pushy
Cheryl A. Clausen
You've been trained to ask for referrals in a pushy, obnoxious, and downright embarrassing manner. When you use the tactics you've been trained to use it's very harmful to your relationship with your customer. Don't try asking ever so clever questions like, who do you golf with. Choke, puke, gag. These tactics are manipulative and you should stop using them right now. Don't stoop to using these high pressure approaches to get the referrals you need.
Never forget you have to earn referrals. When a customer has just penned their name to some paper work it doesn't mean you have in any way shape or form earned a referral. Referrals are earned by exceeding your customer's expectations.
You can accelerate the process and make it something they voluntarily do without hesitation. If you've ever referred someone why did you refer them? Wasn't it because they provided: more value, service with integrity, more quality etc. If you take away nothing else from this article take this one idea and never forget it. Whatever everyone else is doing don't do that. That means never approach referrals the way you've been trained.
One of the quickest ways to accelerate the referral process, provided you are capable of exceeding your customer's expectations, is to make something about your service so valuable that they'll want to share it with their friends. If you want to make prospecting a piece of cake start looking at how other service providers outside your industry market themselves really well, and adapt it to your situation. Viral marketing is one of the most powerful marketing tools ever.
If you're familiar with websites like YouTube and MySpace you understand what viral marketing is. The reason viral marketing is so powerful is because it engages the visitor and because those visiting the websites find the information or things there entertaining or informative they blast all their friends directing them to the website. Now you may be wondering what the heck that has to do with you, referrals, and insurance sales.
You can make get unasked for referrals using this concept. Find a way to provide more value for your clients than the competition through the way you provide information, how you engage your customers, or even exclusive opportunities. Do it right and all you have to do is let them know that you encourage them to share this with the people they know. Now you've got a viral referral system bringing qualified leads into your sales funnel. Geez, stop thinking like a boring insurance sales person.
About the author: Cheryl Clausen can help you get unstuck. Enhance your http://business-coaching-for-agents.com/sales) Sales Techniques, get her free analysis. Get more sales today through http://business-coaching-for-agents.com/MbrSales) Sales Coaching, check this out. Get your own completely http://www.uberarticles.com/?id=25395&b=79 unique content version of this article.
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Article Source: http://www.statssheet.com/articles/article61573.html |
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