Use these Sales Techniques to Make Getting Referrals Easy

The way you're trained to ask for referrals is pushy, obnoxious, and downright embarrassing. You hate it and your clients hate it, and it does nothing to further you're relationship. You ask clever questions like, who are the three people who speak most highly of you. Choke, puke, gag. Stop it and stop it right now if you're using these horrendous highly manipulative tactics. You don't have to stoop to these high pressure approaches to get the referrals you want and need.

Never forget you have to earn referrals. When a customer has just penned their name to some paper work it doesn't mean you have in any way shape or form earned a referral. Referrals are earned by exceeding your customer's expectations.

Now there are ways to accelerate the process and make it something they voluntarily do without any hesitation. Think about why you recommend someone to the people you know. You do it because in your opinion they provided: more value than the competition, service with integrity, more quality in how they fulfilled their service, etc. If you take away nothing else from this article take this one idea and never forget it. Whatever everyone else is doing don't do that. And that absolutely means never approach referrals the way you've been trained.

One of the quickest ways to accelerate the referral process, provided you are capable of exceeding your customer's expectations, is to make something about your service so valuable that they'll want to share it with their friends. If you want to make prospecting a piece of cake start looking at how other service providers outside your industry market themselves really well, and adapt it to your situation. Viral marketing is one of the most powerful marketing tools ever.

If you're familiar with websites like YouTube and MySpace you understand what viral marketing is. Viral marketing is so powerful because it engages you. And because you found the information or things there entertaining or informative you blast all your friends directing them to the website. You may be wondering what the heck website developed primarily for teenagers and young adults has to do with you, referrals, and insurance sales.

There's an easy connection here that you can make that will lead to unasked for referrals. Simply add enough value for your clients that they want to tell their friends about you. This could be through information, perhaps developing an entertaining to demonstrate how to get what they want, or maybe providing exclusive opportunities. When you've done your job right and you make it easy for them to share with the people they know; you've got a viral referral system bringing qualified leads into your sales funnel. Stop thinking like a boring insurance sales person and start thinking like a super successful insurance sales person.

About the Author

Author: Cheryl Clausen can help you get where you want to be. Enhance your Sales Techniques, get her free ecourse. Increase your sales today through Sales Coaching, look here. Click here to get your own unique version of this article.

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