You get the amount of references you want? How many of your customers make reference to new prospects to you? Do you have a strategy in place to ensure that this happens on a regular basis?
Before we answer these questions, it is important to be clear about the fundamental differences between a reference and a perspective.
A reference is a perspective that has been presented to you. They await your call or e-mail with the prospect of doing business. Pretty easy, right?
So so what is a lead? A prospect is someone who knows (or knows of you) and is interested in hiring you now or in the future. And how do you know this? Well, because they told you. Remember, despite what you may have learned in school of sale, not everyone is a prospect and not everyone needs what you are selling.
Most agents seem to have different definitions – and thus different expectations - of what mean references and prospects for your business. The confusion, it is difficult to generate more income referral. Here are five reasons you cannot be to references most (or all), and what you can do about it.
Anyone do business there if no one knows that you serve? Stop reading right now and develop a summary of 30 seconds of who you are, what you do what you know and that you help. Be precise. Your target client cannot be anyone who want to sell their home or looking to buy a House. Perhaps you use home first-time-buyers, international buyers, condo or lonely people who are looking to downsize. Live and breathe your summary of 30 seconds. Cold know it and share it often.
Not too long ago, I met someone at one of these cocktails high range where frou-frou drinks are served with umbrellas. They shook hands, discussed and exchanged the subtleties. Once that he realized that we both serve the insurance industry, he immediately asked if I refer him to my clients. How is this for the forward? I've said, "maybe in time, when we learn to know each other a little better." He was indignant. He even asked me pure and simple reason why I couldn't get him now returns. I thought that the answer was obvious and said to him: Business is going at the speed of trust. Spend more time earning him.
Repeat after me: nobody cares about the characteristics of your products, services or the program that you use to enumerate a House. Of course, this is different if you are specifically asked on such functions. But in general, you want to talk about the benefits and the results of how you help people. Use phrases like, "I help people with...". ? and ?people benefit the more than...? "and"what it means for you... ?
First of all, stop doing it. Games, gadgets, and sales of old-school tactics is a thing of the past. Prospects are wise to your jive. In addition, if they really prospects, you shouldn't sell them so difficult initially. Focus on build friendships, showing interest for others, help the cause, ask questions and listen to the top. You can even sell something in the process!
Know someone like that? These are people see you all the time at meetings and events and you do not have the slightest idea what they are doing, or they serve. If you don't know someone like that, it could be you! If it is more difficult to understand that it is worth, others want know anyway.
Think about these. Think about how you can create a positive result in your practice. I'll discuss five reasons you don' Herman more references next time.
Michael Goldberg teaches agents how to generate more business thanks to high impact, networking strategies 'knock-out '. Author of the book knock-out networking!, Goldberg offers real-world approaches to the networking and marketing direction that can be applied immediately. He is also an adjunct professor at Rutgers University and donated time to talk to the networking of groups focused on job search. Learn more about Goldberg at http://www.buildingblocksconsulting.com/.
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