Risk & Business Magazine Cooke Insurance Group Magazine Winter 2018 | Page 15
here are five of the most common
questions I receive:
How do I even ask for referrals?
What do I say when I reach out to
the person I was sent to?
3. I don’t want to appear to be pushy,
how do I avoid this?
4. How do I remember to even ask for
them in the sales process?
5. What are the best ways to follow up
with a referral?
These five questions in relation to
referrals are quite common and here’s
why: when something is new, we often
perceive that it’s difficult to grasp or
figure out. What I love about having a
system to ask for and follow up with
referrals is that it removes doubt and
Let me quickly address the No.1 concern
I hear when teaching others how to get
more referrals: the fear of sounding
pushy. This is a valid point and it often
goes back to both fear of rejection and
not having the right language and proper
question ready when the time is right.
One of the most overlooked areas
to ask for a referral without any
appearance of being pushy is when
a client gives you a compliment. At
this point you have earned the right
to ask. Your best customers know
other people. Your mission is to get
them to introduce you to a few more
people just like them that you can
help and “wow” with your product or
service. Here’s a powerful example
that you can study, quickly adapt, and
use each day with happy customers.
Thank you so much for the
compliment Bruce! Quick
question: I get a lot of
referrals. Who are a couple
of people that you work with
that might be interested in
what I provide?
You must be specific when asking for
referrals. The mind thinks in pictures
and groups. In the example above, I’m
trying to get Bruce to imagine a person
or two he knows from work that may
be a good fit for what I do. Does this
approach work every time? No. However,
you don’t get, unless you even ask. If you
make this a daily habit, and ask often,
you are almost certain to receive a few
introductions of value, that with quick
and timely follow up will eventually
become new customers.
As a special thank you for reading this
article, I have a one-page PDF titled, The
10 Referral Commandments. To receive
a free copy in your inbox, simply send
an email to: Tony@MindCaptureGroup.
com, with the Subject Line: Referral
Commandments and we’ll send it your
Tony is currently the president of Mind Capture Group. His message is designed to help people ‘Capture’ more minds and profits. He is an in-
demand speaker who’s given hundreds of presentations the past decade, a strategic business coach, and global event promoter with over 20+
years of experience in the personal development industry.
His second book in the Mind Capture series went #1 in three different business categories with Amazon.com and received stunning reviews from
a wide range of leaders in marketing, sales, psychology to academia and multiple New York Times bestselling authors. His latest book titled,
TRAILBLAZERS: Leadership Lessons from 12 Pioneers Who Beat the Odds and Influenced Millions, will re-release globally on September 4th,
2018 with New York publisher Morgan James.
His work has been featured in various media outlets ranging from Toastmasters International Magazine, The Detroit Free Press, the FOX
TV network, ABC, to CNN Radio, NPR and Entrepreneur Magazine Radio. In addition, he has also served as a Faculty member with the U.S
Chamber of Commerce.
For More Information: [email protected] / 616-638-3912