Clarence Napier, Strategic Consulting Experts LLC · Insurance Broker and Consultant Supporting Business Owners · 1148: How to Get Zero-Cost Referrals From Appointments
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Ask new clients for referrals during the closing stage, before any product or service is delivered, using a proprietary prospect interview form
“Closing the first meeting with an assertive assumption rather than asking if the prospect has any questions increases the chances the prospect will schedule a second meeting”
“One of my most favorite things for client service is just using Otter transcripts, which we may migrate to zoom, getting so many insights around what clients are asking for sentiment of clients.”
“We two times a week for 15 to 20 minutes have an all company meeting ... we cover every idea and opportunity we're presenting to our current clients, as well as prospective new clients”
“Don't ever start with talking about your products and services. The prospect will ease his or her way out of buying.”
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