Let all new clients know you would like to work with the people they know and will expect them to introduce you to their friends. Sometimes I tell them this is one of the ways I get paid.
Establish your expectations for Personal Introductions throughout your meetings with new clients by asking”
”What do I need to do for you, so you will introduce me to everyone you know?”
WRITE IT DOWN – DO IT!
At every meeting that I have with the prospect on their road to becoming a client, I talk about them introducing me to their friends, and I usually have about six meetings before I am finished with them.
(You may have as few as two meetings with a new client. The idea is to mention the issue of referrals each time, without any expectations.)
I may say something like, “Do you have any friends that might be able to use this type of service, or is this something that somebody that you know might be interested in?”
The Request
• They don’t know who you are
• They don’t know what you do
• They don’t know why you are calling
• They don’t know why someone gave you their name
YOU NEED TO DEVELOP A BROCHURE TO ANSWER THESE QUESTIONS….WE WILL GET TO THAT SHORTLY
Week one—you send out the letter number one, the “I”/’We” letter, with my brochure. I use a first class stamp. Do not send more than five letters per week. I would guess that if you don’t have enough clients or if you don’t have enough activity now and you want to increase your activity, you probably could start with 10; but if you start with 20 or 25 and try to keep up with that, you’re going to fall way behind and you’re going to burn some good prospective clients, You really will—you won’t get back to them.
The Letter from Client to referral
*click image to download Microsoft Word document
The Brochure
Week Two—mail your newsletter with a post-it note saying, “I thought you might be interested in my newsletter.”
The Newsletter
*click image to download Microsoft Word document
Week Three—mail out letter number three and use first-class stamp
The Letter from Advisor to Referral
*click image to download Microsoft Word document
Week four—call on Wednesdays and continue calling until you reach them.
The Thank You
