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Getting referrals can improve your business and
sales. Knowing what not to do is just as
important as knowing what to do.
When researching the
industry for our
New Style Referrals system, we discovered some
new and interesting facts.
Referrals Don'ts
1. Avoid
the "Anyone" Trap.
When asking for a referral, don't say "Is there
anyone else...". This is a closed ended question
to which the person is likely to say No -they do
not know of "anyone" else.
2. Don't
Go the "Want Services" Route.
Asking for who "may want good service" may result
in the other person trying to think of somebody
who has been asking for your style of handling
business. And of course they may not know of
anyone.
3. Don’t
Nickel and Dime It.
Asking for the names of too many people is like
asking someone for their rolodex or address book.
Don’t try to squeeze every last referral in one
request.
4. Don’t
Send Form Letters. The same way you don’t
like receiving them, do not send form letters.
Instead, tailor or customize what you have to say.
5. Don’t
Alienate Referral Sources. Would you like it
if the only time someone contacted you were when
they wanted something? Don’t do this to your
referral sources. Instead, provide valuable
information and maintain a relationship.
Referrals Dos
1. Ask
Specifically for “Who”.
When asking for a referral, always ask for a
specific "who". This will get you a highly
qualified lead and most often positive results.
For Example: Who do you know who is currently
looking to buy a home? Or, Can you tell me who
in your family is looking to buy a home?
2. Ask
Regularly.
If you only occasionally ask for referrals, you
will get limited referrals. Asking regularly will
get you many more valuable referrals.
3. Document
Referrals Immediately.
Worse than not getting a referral is letting a
referral slip away.
4. Develop
a System.
Use a systematic approach to increase your
referrals. Have a mechanism for asking, receiving
and following-up.
see also
Using New Style
Referrals
see
also
Be Technology Savvy &
Innovative
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