Ten Strategies To Avoid The Brushoff

Even referral prospects can give you the brush of if you don’t approach them properly. Here are a few things you can do to minimize the chances of getting their knee-jerk reaction brush-off:

1. Work from introductions. Have your client contact the prospect first and help build your value and credibility before you call.
2. Find out, “What’s going on in their life that’s important to them right now?” Then you and/or your client can use this information as the reason why the prospect should take your call and/or meet with you.
3. Ask the referrer, “Why did you think they should talk to me?” We’re trying to help your client make the most effective introduction possible.
4. Find out, “How do you think they’ll react to this introduction?” We’re trying to help your client gain confidence in following through with the introduction.
5. Find out, “Do you know who he might be using to handle some of his financial affairs?” This can help you prepare your approach to this prospect.
6. When you learn more about your new prospect, two things happen: 1) You’ll become more confident making the call; and 2) You’ll have a more effective call.
7. Present yourself as “an additional resource.” Don’t come on too strong, but be confident in your ability to add something to their situation.
8. If the referral is a big enough fish, find ways to stay in touch in a value-added way. Don’t just keep saying, “I’m here to help if you need me.” That’s not enough. Drip real, tangible value on them over time. Become a resource for them even though they’re not your client -- yet.
9. This referral prospect might be a candidate for your client to bring to one of your client-appreciation events -- or, perhaps, after a few months you can suggest a personal introduction over a meal (game of golf, etc.).
10. If you’re maintaining good contact with your prospect, this is an introduction you can try to revive later. Timing is often everything in getting through to quality prospects.

What are you doing to get more referrals, introductions, and appointments, and turning those prospects into new clients? Send me your best practices so I can share them with others. What are your greatest challenges? Send them to me and I’ll do my best to help.