Here are some simple ways to get on-profile referrals and introductions in a wide range of situations throughout the sales cycle.

• Ask for people who fit your prospect profile. Example: "Who do you know who is happily married, between 35 and 50, and who is in a management or executive-level position?"

  Or, "Who do you know who owns or operates a successful small business in this area?"

  Wait for a response, then say: "When I contact these people, is there any reason why you would have any objection if I mentioned the work we've done together?"

Notice how much more effective it is to "assume consent" by saying, "When I contact", instead of asking, "Would you object if I contact Gary and use you as a reference?"

When to Use:

- Sales Presentations
- Delivery Interviews
- Closing Interviews
- Prospecting through Centers of Influence

• "Feed" a name. This is a great way to get referrals without really asking for them. Prepare a list of people you don't know, but you think fit your profile, and want to approach. Ask prospects and clients (or centers of influence) if they know those on your list. Then, ask if you can use your referrer's name to introduce yourself to these new prospects, like this:

  "I've been trying to find someone who knows these successful people in the area. Since I know you're well known in town, would you see if you know anyone on this list who fits my client profile?"

  Wait for a response, then say, "When I contact these people, is there any reason why you would mind if I mention we've worked together?"

When to Use:

- Policy Delivery
- Pre-Approach Calls
- Plan Reviews
- Informal Contacts with Clients or Policyholders
- Prospecting through Centers of Influence

• Ask prospects, "When you think of financial success, who among the people you know in this community comes to mind?"

  You want at least three names. If you only get one, ask, "Who else comes to mind?"

When to Use:

- Opening Interviews

• "Prestige recommendation:" a referral so solid, it virtually comes with a guarantee. That is, the referrer agrees in advance that if the person fails to give you a scheduled meeting, you can go back for another name. Think about that! Do you know people who would grant scheduled meetings on the strength of your recommendation — no questions asked? Sure you do. So do your prospects and clients. Make a good enough impression and do a good enough job and that's the kind of leverage you can enjoy in your marketplace.

  When to Use:

  - Delivery Interviews
  - Closing Interviews
  - Plan Reviews
  

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