MDRT sales idea 18- Referrals

MDRT sales idea 18 – Referrals

To create an environment where asking for referrals is easy
1. Be on time
2. Do what you say you are going to do
3. Finish what you start
4. Say “please and thank you”


On obtaining referrals
1. Confirm your client’s confidence in you
2. ASK FOR HELP
3. Describe your ideal client
4. Help your client identify potential prospects for you
5. Qualify your prospects
6. Ask them to introduce you ( usually by phone)
7. Thank your client
8. Keep client informed


Relieve the pressure
John is the referral and David is the referrer

When calling a referral an optional phrase that takes the pressure off the referral is

“John, David did not assume you would want to meet me…”

The phrase relieves pressure in two ways
1. The pressure some people feel whenever a salesperson calls them
2. The pressure they feel because they know the referral source( David ) and don’t want to damage their relationship with them


Not getting the refferals
Reasons why we might not get referral
1. They don’t like or trust you enough
2. They don’t want to impose a sales person on a friend or colleague
3. They aren’t clear on what you do or how you could benefit their friend
4. They are afraid of upsetting their relationships
5. They don’t want to be seen to be talking about someone behind that person’s back
6. They may believe in the product but don’t like the salesperson
7. They cant think of anyone




Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com

“The first sales is to yourself”


Check out previous articles at: http://salesmgt.blogspot.com/

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