A Sales Secret: How To Get Quality Referrals

Last week I had the privilege of speaking to the Southern Oregon Agency Group of the State Farm Insurance Company. I found the audience to be wonderfully outgoing, with a heart for service and a commitment to providing quality products.

Part of State Farm’s mission statement is to be a good neighbor. The Southern Oregon Agency Group treats prospects and clients like family. Which, in part, explains why – out of 486 State Farm groups – they rank seventh for performance. Wow!

My job was to provide these State Farm folk with a memorable experience and Perspective Power strategies for supercharging their already outstanding performance. Our goal is to move them from seventh position to first – the top performing State Farm group in America.

A key Perspective Power strategy for changing your outlook is to ask the right questions. As I was flying home from Oregon, I came across a question for gaining referrals that’s ideal for my new State Farm buddies. I’ve shared it with them and wanted to share it with you.

After completing a sale, ask your new client: "If we were to swap jobs today, who would be the first three people you’d call?" This succinct, low pressure way to ask for quality referrals comes from a sales trainer called Frank Furness. Here’s his Website

I would love to hear how you get on using Frank’s strategy,

Steve