THE ART OF OBTAINING REFERRALS    

Few residential security sales people know how to obtain referrals on a consistent basis. (For that matter, few sales people in any profession!)    

The first reason is that representatives have never had the opportunity of having anyone show them how to obtain referrals and secondly, those who do know don't often exercise the discipline of asking for them on a consistent basis.    

The following referral presentation works.  How well?  One representative informed us they were able to obtain 14 referrals by using it - from a customer who didn't buy!    

When using this presentation, you can't vary from it.  You must use it exactly as presented.    

Also remember that it is your mission in life to inform as many people as possible about the terrible problem of residential burglary and how tremendously effective a 24 hour monitored security system is in preventing such crimes from occurring.  Building referrals is a great way to get your message out!    

Your Referral Presentation:    

Ken and Barbara, as you know my business is all about talking to people like yourselves.  I am sure the both of you know others who would greatly benefit by having their home electronically protected.  Before we discuss any names however, I would first like to take a moment and tell you how I would approach them.    

I would simply forward some information about our security system and follow-up with them.  If they choose to invite me into their home at that time - they will have invited me - you haven't sent me.  Does that sound okay?  (Wait for them to affirmatively answer and immediately open your notepad, take your pen, lean forward and continue.)    

What one person would you know from (the neighborhood, their work, their volunteer group, etc.) that I could forward some information to?    

Thank you.  Now is there any person on this list you would prefer that I not use your name with?    

A few more points:    

When you say "What one person..", it keeps them focused on trying to think of one specific individual. Don't say, "Who do you know?"  The response will often be something like, "No one I can think of off hand however leave me your card and I'll be sure to pass it along if I do think of someone."    

Always direct where that "one person" might be from.  For instance, if they had earlier shared with you that they work for a community organization, include that reference  on one of your referral requests.  Remember, if they give you the name of one person in their neighborhood for example - KEEP GOING! Respond with, "And what other person would you know from....?"    

Only after gathering all the names they wish to give do you then return to the first name and ask for pertinent details like if they know the referral's address, etc.    

If you state, "Can I use your name with anyone?" you run the risk of them telling you that you cannot use their name with anyone - turning your referrals into names from a phone book.  Always indicate, "Is there anyone on this list that I can't use your name with?"    

Remember when forwarding your information to referrals, don't include to much!  It can be frustrating on follow-up calls to have a prospective referral client inform you, "You have given us everything we need to know - we'll call you!"    

Because of the higher level of trust already established, typically one of every two referral presentations ends in success and one more family is safer with 24-hour monitored protection!   

Ask for referrals at each and every presentation, whether the prospects buy or not. Your community and your pocketbook will thank you for it!