How to get referrals

First of all, it is necessary to obtain the recognition and affirmation of customers. Failure to gain customer buy-in can lead to rejection from the start. Therefore, we should take the initiative to ask customers: "Mr. Wang, I think now you understand the nature of my work and service methods. Are you still satisfied with my performance? Can you provide some valuable suggestions as a way to improve my service?" The criterion of quality? "

Second, provide customers with a name or customer scope, guide customers to refer to you and collect customer information in a timely manner. "During our conversation, you mentioned your colleague Mr. Zhang several times. Can you tell me more about him..."

Third, the more referral lists you get The better, many salesmen worry that this will be resented by customers, but it turns out that referrals can actually enhance the relationship between salesmen and customers. So when you get the first referral list, you can continue to ask: "Do you have any other friends who are as good as Mr. Zhang who you can introduce to me?" After asking, lean back, relax and remain silent for a while. Wait for the policyholder to reply to you. If the customer says "can't think of it", you only need to tell him "take your time" and remain silent until he answers you. After you get the name, try to get as much information from him as possible, such as: age, occupation, Marital status, family members, income, hobbies, etc.

Fourth, it is normal for customers to have concerns when asking for referrals, because if you do not handle the relationship with the person they introduce to you well, it may jeopardize the relationship between them. . Therefore, we must learn to dispel customers' concerns in a timely manner. For example, say this: "Mr. Wang, I am reporting to you. I will first send a letter to Mr. Zhang and introduce myself. I will also mention the financial management and tax saving plan that you and I *** have drawn up together. Then I will Call him and see if you can meet. I respect your friend as much as I respect you. If he doesn't want to talk about insurance, I will change the subject and won't keep stalking you. "You can rest assured." Telling the introducer how you deal with the person you introduce will not only be a form of respect in itself, but will also be of great help in obtaining further referral lists.

By following these five steps to obtain referrals, you will be successful and leave a good impression on your customers nine times out of ten. Of course, after getting a referral, you must follow up with the introducer in a timely manner and fulfill your promise to the introducer. At the same time, we must learn to use wisdom in actual work and not copy it mechanically. In this way, over time, you will find that you have not only cultivated your own center of influence, but also quickly accumulated your own personal connections.