Why is it that some advisors consistently earn a six-figure annual income while other advisors, putting in the same hours and selling the same products, struggle each month financially to make ends meet? The answer to this question is painfully simple: The six-figure advisors spend more time on the phone, never forget to ask for referrals and consistently exceed their clients’ expectations.
For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process. The good news is that prospecting, like any other desirable skill, can be acquired through training and incorporated into your business routine. Daily prospecting for new business is the key to every salesperson’s long-term financial success. Here are some time-proven tips that will help you prospect like a pro and put more business on the books:
Act fast on referrals
Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your client. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once rapport has been established and the sale is completed, your client will be on an emotional high and far more open to the idea of referring their friends and associates.