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Getting the Referred Lead

Of these groups, which is the easiest to close?

a) the people who just walked in off the street,

b) the ones who called in from an ad,

c) the leads on little slips of paper your company hands you, with the note: “Go get ‘em, Tiger,”

d) people referred to you by someone who knows them and is happy with your product?

The answer, of course, is (d). The referred lead is by far the easiest to close. Where you can expect to close only one out of ten ordinary leads, it’s not un-reasonable to expect to close four, five or even six out of the referred pros pects. Champions do it all the time.

Now I’m sure you know how important it is to get referrals from your satisfied clients. And I’m sure that right after you’ve closed each sale you ask them, “Do you know someone who might be interested in…?” (what they just bought)

You’ve done that, I’m sure. But how many of them have said yes?

Not too many, right? Most probably said, “Gee, I can’t think of anyone right now. ”

And they’re telling you the absolute truth. But birds of a feather do fly together, and your clients fly with people who wear the same feathers they do. That is, most of their friends have interests, incomes and tastes similar to theirs, which is why they’re friends. But they just can’t think of anyone right now because you’ve given them the whole world to look at.

Nevertheless, referrals are the backbone of the prospecting system, and I’m going to show you exactly how that system works. When you master this technique, you’re going to walk out with qualified, referred leads after every sale.

All you need is a few 3x5-inch index cards. Then, with all of your new, happy clients, you’ll take these steps: