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USE TRADITIONAL & SOCIAL MEANS TO ELICIT REFERRALS
1. Ask employees who belong to various local groups to obtain physical copies of, or online access to, their membership directories. Review the names of officers, directors and committee members. See how many of these activists the agency currently writes. Target the ones you don’t yet insure. These influential individuals make outstanding referral sources for the agency, since they frequently associate with large numbers of people.
2. Promote referrals (with drawings for rewards) via Twitter and Facebook. Set up an easy-to-complete form on your agency website to encourage “instant” referrals.
3. Ask selected LinkedIn connections for referrals or introductions. This popular site can generate some very effective commercial referral results.
4. Train your personal lines reps to ask for leads when the moment is right. Tip: The back page of our Cross-Sell Flip-Chart™ for Personal Lines CSRs displays “Who, When and How to Ask for Referrals.” It lists over 20 suggestions to develop fresh sales leads. It also helps CSRs to ask the right people, at the right time and suggests how to ask.
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