28 Apr The Painful Truth about Insurance Referrals
The Painful Truth about Insurance Referrals
What better way to meet a prospect than with a personal introduction from a client right?
You would think so.
But even if your client promises to tell them what a great job you’ve done — it doesn’t necessarily mean the new prospect will be eager to hear from you.
After all, there’s a REAL difference between a referral that uses vague generalities like . . .
“Julie’s a great person,” or “I think this guy can help you” — versus EFFECTIVE recommendations that tell a real story.
So what if there was an easy 5-step sales process for you to get more new business?
Well there is and it’s called Red Hot Introductions®.
If the traditional “referrals game” isn’t working for you, here’s a more effective solution.
Using SODAR to get the best story told from your clients
SODAR is an acronym for a process you can use to jog your clients’ memory about:
- What a great job you have done
- Coach them to introduce you in the best possible way
- Make sure they call and report back to you on the results
“Remember the situation when we met, Paul?
What were the issues that made you consider working with us?”
“Why did you see us as an opportunity?
How did you think we could help you?
Was it the problem you had and how we approached solving it?”
“When you made the decision to hire us, how did you assess us? Is there one thing that stands out in your mind?
How has it gone since then?
Did we take the right action?
Do you remember the specific steps we took to improve things?
“What have been the results?
Did they affect the bottom line?
Productivity? Sales? Efficiency?
Can you quantify the difference working with us has made for your business?”
So if you’re struggling to land a prospect that your current client knows, try these strategies instead.
And if you’ve never had the confidence or know how to ask your clients who they know — then order your copy of Red Hot Introductions® here.
Just in time for those client renewals . . . or should I say opportunities?
Randy Schwantz, CEO/Founder
The Wedge Group
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