|
Developing Referrals That Close
One of the most cost effective ways to develop
legitimate prospects is to ask for referrals; however, many agents
regardless of their experience are intimidated by asking for a
referral. If you close a sale properly, developing a referral is
natural extension of that sale.
When a new client gives you a referral they are
doing more than just trying to help one of their friends, they are
showing confidence and trust in you. It was that very same confidence
and trust that caused them to buy their coverage from you instead
of someone else.
Agents are intimidated to ask for a referral
because they are afraid of rejection or placing their sale at risk. If
you have closed the case properly you will not lose it, and people that
believe they have just made the right decision will try to validate it
by having others (referrals) make the same decision. As long as you
have done your job properly human nature will work for you.
The process of developing referrals may reveal that
your new client has some doubts about what they have just done. This
isn’t a problem, it’s an opportunity to deal with their concerns while
you are still in the home. The Point of Sale is always the best
place to deal with doubts and concerns.
A more detailed explanation of how to close a sale
that will develop referrals is available as part of Marketing Resources’
Sales System at
Of course, just developing a referral does not
equal a sale. You must present your product and yourself in a manner
that causes your prospect to feel comfortable. Contrary to the time
honored industry practice of spending several hours promoting and
endorsing your company, product, and yourself; the presentation that
will normally give you the best chance of making a sale will last no
more than ten minutes. Your goal is simple:
Allow your prospect to
tell you what type of, and how much, coverage they believe they
need.
This is accomplished by using a well planned script
designed to allow the prospect to tell you, step by step, what they
believe they need, why they need it, and how much. By using a
corresponding worksheet, you will have the figures in front of you to
develop the quote, and a closing tool to remind them of what they told
you just a few minutes ago.
A sample Referral Script and Worksheet are
available as part of LifeLeads.net’s Sales System at
www.LifeLeads.net.
About The Author
Mr. Osman is the pen name of a nationally
recognized award winning life insurance Master General Agent and
consultant and has been developing life insurance leads and teaching
closing techniques for almost twenty five years. Contact him at
Marketing Resources (605-362-2576) or at
eric@lifeleads.net.
Copyright Eric Osman © 7/10/06
|
