Use this six step strategy to get more qualified referrals: Prepare written details of your entire campaign including the next 5 steps, and the scripts and processes that accompany each step. You should know exactly what you are going to do and say each step of the way. Prepare, or review scripts (the sentences you use to ask for referrals) that you are comfortable with. Follow up your referral program with such other initiatives as: introducing referrals to your web site, subscribing them to your newsletter, or sending them a pamphlet (or business card CD) about you and your services, with links to other marketing initiatives. So referrals or referrors don't feel obligated, provide several options. Then use other ways so they'll remember you, and give them other opportunities to become your client. Have a defined tracking process so no-one falls through the cracks, and all are treated professionally. Knowing you have a well-defined process, clients are more confident in giving you names. And you are more efficient, and effective in both the process and follow-up with both referrals and referrors. As important as asking for referrals is following through with the referrals, and thanking the referrors. Keep them updated on how the introduction went. This includes letting them know if the referrals became clients, and thanking them for referring you.
*** Kirk Lowe shares his marketing know-how in his ezine for financial advisors, (FREE at Freedomarketing.ca ) and in his FREE eBook, Building Your Business In The 21st Century - For Financial Advisors. Call him at 416.828.5475, or email Kirk Lowe for tips and insight on building your business with online techniques. |
The North Idaho Dream Team powered by SKE Realty Group - Coeur d'Alene, ID
Nationwide Equities Corporation - West Hempstead, NY
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Thomas A Affee
(Senior Mortgage Consultant)
Nationwide Equities
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Mar 09, 2007 12:16 PM
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