QUESTION: Do you have a referral system for someone with no clients or acquaintances?

ANSWER:

The nature of a referral is that someone you know refers you to someone you don’t know. If you have no clients or no natural market (friends, family, and acquaintances) then you can’t use referrals - yet.

I suggest you try other marketing strategies such as calling well-qualified leads, seminars (in-house seminars will cost you next to nothing), and strategic networking to meet new people. Then, use our referral process early in your relationships with these new people prospects and clients.

You should probably get our book “Get More Referrals Now” and our audio CD album “Building a 100% Referral-Based Business” sooner than later. The sections on networking and client service will be immediately relevant, and the other sections will come into play very quickly.

QUESTION:

I get names but have a great deal of difficulty getting a high percentage of appointments. I get discouraged since I put so much effort in getting the names. I know that more on profile prospects through referrals is the way to go and yet a relatively small percentage of my business is coming from there.

I’ve been in the business for nearly forty years and consistently produce at Leader’s Club, MDRT and above. The majority of my business comes from personal contacts — often golf related, from personal observation, and from repeat business. I also get some direct referrals when the client tells me to call someone or someone the client knows calls me.

How can I turn more of these referrals into appointments?

ANSWER:

Thanks for taking the time to write and share your frustration with the referral process. You are not alone in your challenge.

First, it appears you are doing quite a bit right and your high level of production is the result.

When it comes to converting referrals into appointments, there are a couple of things you should keep in mind.

1. Learn as much as you can about your new referral prospects. Learn about their family, occupation/business, personality, and especially why the referral source thinks the prospect should know about you. Here’s a great question to ask, “What’s going on in their life right now that’s important to them?” This information will help you craft a more compelling reason why they should meet with you now rather than later.

2. Get the referral source involved in the introduction as much as they are willing. In today’s environment of do-not-call and caller ID, it has become increasingly important that the nominator helps make the introduction. Sometimes, based on their relationship with the prospect, the nominator knows the best way. Sometimes you have to suggest some options.

3. Work with the nominator a bit to help them figure out what they think they need to say to the prospect to spark the prospect’s interest.

While this is not all of the puzzle, I think they are the biggest pieces. I hope you find this helpful.