mastering the key referral step · the 6 steps of a fearless referral conversation step 6: keep...
TRANSCRIPT
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Mastering the key referral stepMatt Anderson
The Referral AuthorityThe Referral Authority
M t i th K R f lMastering the Key Referral Step: 6 Ways to Be Specific With Your Referral Request
IFP Annual ConferenceOctober 2012
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BE SPECIFICabout what you want
BE SO CLEARabout what you want
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so that the other person doesn’t have tohave to think about it
“Let me think about it.”
You should never again hear
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1 Si t t id tif ifi
My promises to you:
1. Six great ways to identify specific prospects to ask about
2. Wording you can use at your next appointment that does work
Earned:*Good client relationships*Clients express value they receive
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BEBE SPECIFIC1-3 people
t 10 30not 10-30
Get Your Referrals Warmed Up
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WHY?
Most peopleMost people don’t know how to refer you
The 6 Steps of a Fearless Referral Conversation
Step 6:
Keep control of the
process
Step 6:
“When should I get back to you to see if he’s
interested?”process
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BE SPECIFICabout what you want
ID:Potential
tprospects
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ID: People that they like
1. Research/Pre-plan your ask:
What would I love to ask this person?
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1. Pre-plan
1. Google for co-workers
2. LinkedIn contacts
3. Beneficiaries
4. Executors of their will
5 Wh t l h th l d5. What people have they already mentioned in their life?
Pre-planning with LinkedIn
1. Get a feel for how involved they ith i l diare with social media
2. Mine for names
3. Find a soft way to bring up a name without mentioningname without mentioning LinkedIn
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ID: 1-3 People that they like who sound like good prospects
Listen2. Listen differently
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Your Questions
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3. Ask Different Questions: what people are in their network?
3. FORD: Family, Occupation, Recreation, Dreams
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3. Professional Network
1. Work peers 2. Client Base
3. Social media 4. Boards
5. Associations 6. Committees
7. Places they network
8 A bli ki8. Any public speaking
9. Past professions/employers
10. Competitors
3. Ask your COIs:
“What are you working on?” (or“What are you focused on right now?”)
“How do you think it would be best for me to help you with thisbest for me to help you with this situation?”
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“Who’s your ”ideal client?”
Ask a client: “What do you tell other people about our work?”
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3. Personal Network
1. Friends 2. Family
3. Social media 4. Hobbies
5. Children-related activities
6. Charitable work
7. Religious, political activities
8. Others who get their business
4. Use GenericGeneric Specifics
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4. ‘Siblings’Siblingsrather than‘family members’
4. ‘Best mate’materather than ‘friends’
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4. Favourite co-worker rather than ‘colleagues’
4. Biz Owner: top referral sources; topsources; top clients; best vendors
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Your Questions
5. Memory-jogging stories
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5 Weave in 2 35. Weave in 2-3 stories about recent clients
6. Ideal Client/Introducer List
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6. Put Together an Ideal Client/COI List
1. Names?
2. Companies?
3. Locations?
4. Life situations?
5. Professions?
6. Character traits?
3. Ask your COIs:
“Do you have any decent contacts at f th l ? I’d l t t lkany of these places? I’d love to talk
to them about their (fill in the blank) because I’ve worked with a lot of similar organisations and they’ve turned into excellent relationships.”
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How to ask: wording you can use at your can use at your next appt.
Transition:
It would beIt would be SILLY of me not to ask…
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“I’d love to meet Neil. Any
Direct ask:
ychance the three of us can get together for coffee/lunch/drinks?”coffee/lunch/drinks?
“What would be the best
Ask the Expert!
way to find out if … (e.g.)Neil might be interested?”
(ASK THEIR ADVICE!)( )
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“How would YOU
Ask the Expert!
recommend finding out if …(e.g.) other partners in your firm might be open tofirm might be open to hearing from me?”
Your Questions
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1 Si t t id tif ifi
My promises to you:
1. Six great ways to identify specific prospects to ask about
2. Wording you can use at your next appointment that does work
QUESTION FOR YOU:QUESTION FOR YOU:Which strategy are you going to use first?
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Thank You!Matt Anderson
001 312 622-3121
Thank You!
Referral Systems and Wording Even for the Sales Reluctant