Securing ReferralsIt's a fact: People would rather do business with people they know--or know of--than with strangers. When you're introduced to a prospect through a personal recommendation, that prospect has a vastly higher comfort level than, say, a buyer you find through cold calling. After all, few things are more reassuring than a positive endorsement from someone you know and trust.
Why don't we pursue them as much as we should? It's largely a matter of developing good habits. Change Your Thinking Imagine each contact you make connects you to an infinite web of relationships. Every one of your contacts has the potential to connect you to dozens of other contacts. The relationships are out there, but they'll likely remain out of reach unless you actively pursue them. It may never occur to your current contacts to make an introduction. It's up to you to put the idea in their heads. Don't feel sheepish about asking for referrals; there's nothing pushy or smarmy about it, if you do it right. People won't give you referrals unless you deserve them. In fact, getting a referral is the highest compliment you can receive. Let your contacts know you value referrals, which you'll earn by going out of your way to help them acheive the benefits of our program with. Make It a Habit Every time you glance at a watch or clock, ask for a referral. It has to became second nature to you. Here are more easy ways to start developing good referral-building habits:
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Who do you know?
The best way to get referrals is to point out to your contact how everybody they know will feel when they realize you didn't tell them about this program. Especially when you graduate from the program, bought your new home and are inviting them over to your new house.
The best way to get referrals is to point out to your contact how everybody they know will feel when they realize you didn't tell them about this program. Especially when you graduate from the program, bought your new home and are inviting them over to your new house.
"Mr. prospect, is there anybody that you know this is renting, that would be upset at your for not telling them about this program?
I mean think about it, Mr. prospect, you know all those renters around you that are close to you. Imagine how they are going to feel when they find out that you're moving into your new home and you didn't tell them." "How are they going to feel?" "You don't want that to happen to do you?" "Who are you thinking of right now....?" "Here's another way to look at this Mr. prospect." "Imagine how great it would be to have several of your friends and/or family going through the program with you!.... How about that? You could have several friends and/or families members there with you by your side as you progress through the program and who knows ya'll could graduate together and be getting your homes together!... How exciting would that be?" "Mr. prospect, go ahead and give me the first person you're thinking of right now." |