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Hello Marvelous People:
Today's business meditation will be so worth it if you will commit to studying each point of emphasis & use it throughout an entire day or week until that positive behavior starts being heard in your upcoming conversations. I’m confident you have heard something similar about what I am sharing. However, the question is, “why haven’t you taken action yet on these concepts?”
If you are a business leader or team member all of you are in sales, regardless of your title. The “service team member” is absolutely in “sales” on every phone call & interaction he/she has. Just because he/she may not have production goals, he/she is critical to delivering the promises made when a new customer was acquired. Would you please explain this to your people so that they can understand why their efforts are so important to the entire team?
Today’s Key Meditation:
*Don't forget to ask for referrals even with someone that does not buy .
Let's say you spent some time working with a prospect. You've given them information. They appreciate the value that you provided for them. But for whatever reason, right then and there they decide that now is not a good time for them to do business with you.
“Almost never does the owner or the team member EVER EVEN THINK about asking for a referral/introduction from someone who didn't buy.”
This is so sad. Such an amazing opportunity. MISSED!
Right then and there, there are individuals that although they didn't buy from you the two of you have established a solid, cordial relationship. The relationship has “momentum” in it. The relationship has “respect” in it. The relationship has a good “vibe”. So, why would you not go ahead and ask that individual for a referral/introduction?
Example of Your Wordtrack You can use TODAY:
“Although I'm sorry that we couldn't do business today, I do see that we possibly can do business moving forward. Let me ask you, we are looking for individuals such as yourself that we can build a relationship with and be introduced to. By any chance, right there in your phone there's two or three people that you've probably talked to in the last week that might really appreciate the service that I've provided with you today. Who can I help? Just like you.”
Read the example again & time how long it takes you to say this 3 sentence wordtrack. I just read it again myself. Took me 20 seconds. Even if you slow down, you’ll still get it done in 30 seconds.
30 seconds Marvelous People!
30 seconds of courage! With someone you already have a good vibe with.
Folks, if your conversion rate is a solid 20%, this means that you are converting 1 out of 5 conversations.
But if you’re not pivoting (just for 30 seconds) to a referral/introduction you are not leveraging all the trust you built with those likeable non-buyers.
Well why aren’t you practicing this technique?
• Because Sales Trainers & Companies don’t teach it. (That’s where our schools add value)
• Because of unfounded fear. C’mon good peeps, you’ve just spent a minimum of 25 minutes of dialogue with the person. Just because they rejected your offer DOES NOT mean they are rejecting you. Your common sense, emotional intelligence & gut will tell you to proceed with the referral/introduction 20-30 second wordtrack. You will be amazed!
Probably never have they been asked at that particular time, in that type of situation for a referral/introduction. Please allow me to talk with you & your team about this simple strategy.
Our second meditation today, many of you know this and maybe you broke this rule.
The reason we save time when we ask for those referrals/introductions from the non-buyer is because that's one less Internet lead or fake lead or stranger you have to talk. Why? Because the power of leveraging the referral/introduction is going to return a far superior result.
*Don't rush to end an appointment because you just sold something.
Stay and get the referral/introduction. Now as a young salesperson I must admit to you that whenever I finally had someone that said yes - oh man I got so excited. So excited that I wouldn't really stay and help find a way to help that customers’ friends, neighbors, co-workers & relatives.
MEMORIZE – FRIENDS, NEIGHBORS, CO-WORKERS & RELATIVES. (These are 4 separate groups of people in the customer/prospects mind. Yes, I will coach/train you on how to go through all 4 groups with the customer/prospect & walk away with 5-7 real referrals every time.)
Implant this strategy deep into your Marvelous Sales Mindset.
At this very moment you are going through a positive transformation if you will only surrender your unprofitable, inefficient habits of the past. That is NOT the new you.
Imagine. You just gave value to someone that now likes you. And they did just buy from you. Surely, they trusted you enough to transact business. Take a breath and have that same 20-30 seconds of courage we talked about earlier. Settle your excitement & PLEASE help their friends, neighbors, co-workers and relatives. The new Marvelous YOU will simply ask them authentically & honestly,
“We want to work with more people like you, who might you know that would APPRECIATE THE SERVICE & ATTENTION you’ve received today?
Keep the positive vibe at all times with your customers/prospects & find an excuse/reason to reach out to them every 45 days (pended in your Outlook Calendar). A phone call, email, an article, a hand-written thank you card are just some of the things I use & I teach what great follow-up looks like & how it can benefit all parties involved. email@example.com
If you’re like most owners & team members, you know the best referrals/introductions that we receive are from our existing customers.
*Help your customers help you.
Say the following to help them:
“If you hear someone at lunch or at work complaining about their current insurance company, how they can't get their insurance company on the phone, please tell that person to say, “well here's my experience, try these people”. (Customer gives them phone # & email for your office)
It does not have to be long & drawn out.
People don’t have time or patience for that.
Get to the point.
You know that's all we really can ask for is the opportunity to be referred/introduced and then we let the relationship flourish from there.
That’s it for today’s meditation.
If these ideas have been beneficial, we’d be so grateful if you would share our newsletter link with your fellow owners & team members. Subscribe to our monthly newsletter at
This way you will be sure to not miss our future meditations.
If you wish to chat with us on how we can serve you or your group, whether it be “virtually”, in-person, at your Annual Retreat, Regional or Annual Conference - drop me a simple email with times/days good for you at MarvinLeBlancSpeaker@gmail.com
Peace, love & Gumbo!
Marvin LeBlanc, LUTCF ®, CNP ®
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