2015 – Prospecting for New Business:
Sphere of Influence-Prospecting for Referrals
We all know that referrals can be one of the most effective means of prospecting but it’s easy to overlook just how willing people that like and trust us are to help us grow our business. We also know that the most effective means of communication is through our face to face and phone conversations. Why not combine these two observations to build a powerful strategy to prospect for referrals? You’ll be pleasantly surprised just how much business you can generate when you ask people to help you out.
Here’s a great script to use with people that you know who want to help you succeed:
“Hi John, How are you?” (make small talk) “Have you got a minute? Great! The reason I’m calling is that I need your help. The real estate market has really picked up and I’m working with a number of really good buyers. Who do you know that may be thinking about moving?
I really appreciate your willingness to give that some thought. If anyone happens to mention that they’re thinking about buying, selling, or would even just like to find out what’s happening to the value of their home, please don’t keep me a secret.”
Remember there are many people that you know that have a genuine desire to help you succeed but like most of us, they are also very busy and may not remember to refer people to us without the friendly reminder.