Marketing Technique

John Melchinger--The Marketing Coach™

Asking for Introductions--NOT Referrals

The technique I teach my clients that is at once the most lucrative marketing technique by far and the most difficult for them to learn is asking for personal introductions to qualified new people.

Why?

• You get fewer but much better results, and I guess that ratio disturbs the advisor used to hearing cries for more, more, more.
  
  
• Only your best relationships will give you introductions, and advisors fear (wrongly) upsetting that relationship.
  
  
• You really have to perform, as in following up. Heck, you don't have to follow up a lead; your client arranges the meeting for you!

The upshot is this: If you are average, your best clients will provide an average of 1.5 personal introductions each time you ask. Those introductions will turn into more sales from better new clients than you will get from any other source.

To examine the script (in a take home format readable with the free Adobe Acrobat Reader), click here. The Script.

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