I tend to be a two- or three-interview salesperson. I use a company fact finder to develop a case and keep records. When completing a closing interview, whether a sale was made or postponed, I hand the client/prospect an assortment of stationery in various colors and print styles. I ask him or her to make a selection. This gift of personalized stationery shows my appreciation for the person’s time and effort.

A week later, I make an appointment to deliver the stationery. Upon presenting the gift, I say, “I took the liberty of using the first five sheets.” The sheets have been used to introduce me to the people named in the fact finder, e.g., relatives, doctors, accountants, etc.

I always get a big “thank you” for the gift, and seldom does anyone refuse to sign the pre-addressed letters of introduction. I mail the letters with a cover note telling these prospects of my intention to get in touch with them in the near future.

I do not complete a fact finder on every prospect, but when I do, I follow up with pre-addressed stationery. The number of referrals I generate with this system is impressive. For example, doing just five fact finders a week generates 25 personal introductions!

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the February 1990 issue of Life Insurance Selling.

For more Million Dollar Sales Ideas, click here.

For more on referral letters, see:

3 steps to developing a successful referral system

How to ask for referrals throughout the insurance sales cycle

Developing Referral Systems That Work