147) Asking for Referrals
Unit Trust Consultants need to make "Asking for Referrals" as one of the major activities. By asking for referrals from your clients, you are getting them to PROMOTE you and your services.
The trust level from a friend's recommendation is much higher compared to a total stranger.
The trust level from a friend's recommendation is much higher compared to a total stranger.
As the saying goes,
"You Need Trust to Sell Unit Trust"
Examples can be used as below:
Mr Client. It has been an interesting discussion. Do you agree that the discussion is useful? I am always looking for more people to
share this knowledge. Can you suggest a few of your contacts that can benefit from this
knowledge?
- Can I have your brothers' and sisters' contact numbers?
- How about your colleagues' contact numbers?
- Do you have your neighbours' contact numbers?
- How about your ex-classmates' contact numbers?
- Who are your major office suppliers?
- Who you normally buy things from?
- Do you join any clubs or associations? Who are your main
associates?
- Can you recommend your car mechanic to me?
- Which Doctors do you normally go to? Can I know them.
One good method to get the phone number is just to start the number sequence.
Just say, "Your friend's handphone number is 01..."
Most of the time, your client will continue the sequence and you will get the full phone number.
Note: It is important that you specify or give guidance on the type of referrals that you want.
If you just ask for names, your client is not sure what to give.
There are too many names that he doesn't know who to think about.
Examples of targeted clients:
- Which of you friends have young children? - Education planning
- Who are still young and not married? - New & young investors
- Do you know friends who have own business? - PRS contribution
- Any of your relatives age between 20 to 30 years old? - PRS Youth Incentive Scheme
- Do you know friends who have own business? - PRS contribution
- Any of your relatives age between 20 to 30 years old? - PRS Youth Incentive Scheme
- Which of your colleagues just got promoted? - Upgraded investor
Do add more targeted questions into your list.
Before you ask for referrals, you must also
have a high trust level from your clients. They must believe and trust
that you are good enough to service their contacts.
If you can't get any referrals, then you should ask the for the reason.
You can start by asking "May I know Why you are NOT giving me any referrals?"
Use the 4 Questions method that I discussed in other articles.
If you can't get any referrals, then you should ask the for the reason.
You can start by asking "May I know Why you are NOT giving me any referrals?"
Use the 4 Questions method that I discussed in other articles.
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