Q: How can I improve my process for getting referrals from clients, since these are the easiest and best leads to develop?
A: Getting referrals from a client and then having the referral return your call are challenging. According to referral coach Matt Anderson, his method of "warming up the referral" greatly increases the possibility of getting the referral to do business with you. Here's part of his system.
- While initially asking the client for referrals should be done face to face, create four endorsement e-mails for the referral source to send.
- Ask the client, "Would you mind shooting her a quick e-mail to see if she would be interested in hearing from me?" This wording–"would you mind"–is important.
- To ensure that the correct information is sent, say, "The easiest way is to have my assistant e-mail you what you might want to say. Then if you want to make any changes to it, please feel free to do so."
- Send the client the relevant e-mail copy. This should vary based on whether you want a personal introduction (e.g., for a big prospect such as a group case) or if you simply want an opportunity to call.
E-mail example #1:
Hi Dave: A business colleague, YOUR NAME, is someone I think you should meet. She is president of COMPANY and specializes in LTCI planning and protection. In addition to being well connected in our community, she has done a really good job for my company. Do you mind if she drops you a line sometime?
All the best, Matt
