Finding Someone Who Will Refer You To Their Clients

I received the following a few days ago:

Study book continuously. I need help with last question. I am calling sports agents and I would like them to refer me to their athlete clients. I sell high risk disability income insurance. Should I say: \”Is this something your clients might want?\” Or \”Is this something you want me to tell your clients about?\”  ~ Herb Williams

Finding an agent who wants to subject his or her own clients to a call from an insurance salesperson is going to be difficult.  It will take multiple calls to the same agent before they will consider trusting you with any of their clients.  They have to see how you sell.

Multiple calls means multiple offers, and it works better when the offers are different.  The problem with your offer is that “high risk disability income insurance” covers just about everything that you have to offer to an athlete.  It’s too broad for this kind of prospecting.  When a sports agent says no to that, you don’t have anything else to offer the next time you call them.

One way to narrow yourself is to mention only one kind of disabling event and only one sport at a time.  For instance, you could say you sell disability insurance that covers motocross accidents.  The next time, it could be golf or weight lifting, or something else.

As for the final question, you could ask the agent something like this:  “Do you want any of your clients to hear about this.”  Do not include yourself in that question.

Most of the time, the answer will be no.  You say, “Ok.  (pause).  Goodbye.”  Say nothing more.  Wait a few seconds and then hang up.  (See more about saying ok goodbye in this article)

If someone says yes, always remember to ask why.

Tip.  Don’t tell them what you want them to do, and don’t ask them what they want you to do.  Ask instead, “What do you want to do.”

Additional reading:  Guidelines for Creating a High Probability Prospecting Offer.  Please note that there is more learning to be found in the comments and replies to that article.


Workshops in Jan 2018:
High Probability Mindset Discovery on Tue 16 Jan for $255
Chapter 12 Updated on Thu 18 for $95

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Finding Someone Who Will Refer You To Their Clients

When Someone is Interested in Something You Sell, What Does That Mean?

It depends on how you want to sell.

If you want to sell by talking someone into buying, “interested” is an opportunity to try to do just that.  Interested doesn’t mean that they are likely to buy from you.  It only means you have someone who will probably listen to you while you talk.

If you want to sell by finding someone who is likely to buy, then “interested” is an opportunity to do some finding out.  Find out what is behind that interest.  It may mean that the interested person is close to making a purchase decision and wants some information, or it may only mean that the interested person wants to be educated.

When I first started learning High Probability Selling, I was taught that “interested” was a poison word, something that salespeople should avoid.  It means that a prospect is not ready to buy, and is likely to waste the salesperson’s time.  I understood immediately what my teachers were talking about.  I happen to be a person who is interested in just about everything, even when I have no interest in buying, and I began to feel some pity for the salesperson who encountered someone like me.

There is no need to avoid the word “interested” as long as you are clear about what it means for the way you choose to sell.  Richard Himmer (one of my other teachers in HPS) made a useful distinction between Interested and Interesting.  In High Probability Selling, the salesperson is the one who is interested, and the prospect is the one who is interesting.  It’s usually the other way around for salespeople who want to try to influence the prospect to buy.

I am very interested in any comments you may have.  You are all very interesting people.

 

When Someone is Interested in Something You Sell, What Does That Mean?

Using High Probability Selling Principles When Delivering Advice

A student of High Probability Selling (HPS) asked me if we had any materials that explained how we use the principles behind HPS while we are teaching and consulting.  I replied that we do not have any such materials so far, but I plan on writing a blog post on the topic.  Here is that post.

I have been a consultant providing technical advice in the area of embossing for many years, long before I met Jacques Werth and began to learn HPS from him.  When I first started to grasp the mindset of HPS, I took the idea of not trying to convince people, and I started applying that idea to the way that I delivered my consulting advice in my embossing business.  The idea is that trying to persuade someone to buy creates a natural and almost reflexive resistance, known in the sales trade as Sales Resistance.  So maybe there is a similar thing in consulting, something we might call Advice Resistance.

I figured out the things that I had been doing to try to get my consulting clients to take my advice.  I stopped doing those things, and I quickly noticed a difference.  The more objective and neutral I was while delivering my advice, the more often they would actually follow through and do it.

When coaching and training clients about HPS, we do not try to get them to accept and follow what we teach.  We do not provide reasons or logical arguments for why anyone should do High Prob.  It has to be their choice and their decision.  If they have not decided to do this, it’s not the right time to teach them.

This is very similar to how HPS salespeople treat prospects.  The decision to buy or not to buy is completely up to the prospect.

People buy in their own time and for their own reasons.  ~ Jacques Werth

 

Using High Probability Selling Principles When Delivering Advice

People Use the Phone Differently Today – Leaving Voicemail

People are less likely to pick up the phone today, and especially if the call is from someone they don’t know or is from a number they don’t recognize.  You are more likely to get voicemail or some other automated system, even when calling a business.

At one time, it was not practical to leave voice messages when doing High Probability Prospecting.  Salespeople who were telephone prospecting in those days got better results when they just moved on to the next number in their list.  The odds of getting a live person on the phone were much higher then.

Today, we do recommend leaving a very brief voice message.  Just your name, your company, the subject of your call, and your phone number.  As short as possible, with much less detail than a prospecting offer that you would deliver live.  The usual mistake is to say too much.

One of the consequences of leaving messages is that you may begin to receive a greater number of inbound prospecting calls (where a prospect calls you).  The skills required for handling these conversations are very different from doing outbound prospecting.  It takes a special kind of listening.  But that’s a topic for a different blog post.

Note:  Jacques Werth had written an article titled Top 6 Pitfalls of Voice Mail Messages (which appears in a list of articles on the main HPS website).  In that article, he argued against leaving voicemail.

People Use the Phone Differently Today – Leaving Voicemail

If You Could Predict Each Sale, What Would Change?

Suppose you had a crystal ball that will tell you who will buy from you and who will not.  What would you do with it?

Would you test it?  How?

How accurate would the predictions have to be in order to make a difference in how you spend your time and energy?

What would stop you?

I know the logical answers, and maybe you do too.  But I’m asking for your thoughts and feelings about this, because most of our decisions are based on our individual experience and gut feel.  Logic comes later, if at all.

What would you do?

[Author’s note.  The crystal ball has only two answers:  Yes, or No.]

If You Could Predict Each Sale, What Would Change?

Only Do Business With People You Can Trust

Obvious advice, but the hard part is deciding to follow it.  There are so many reasons not to.  Here are a few:

(Author’s note, for clarity.  Why I might decide to do business with someone I don’t really trust.)

  • I can’t afford to be picky – there aren’t enough choices out there.
  • I don’t trust any of them, so what difference does it make.
  • I trust everyone.
  • I don’t trust my ability to make decisions about trusting people.
  • They offer the lowest price.
  • They are the most convenient to work with.
  • I’ve been doing it my way for a long time, and nothing really bad has happened so far.
  • I’m smart enough to outsmart them, and I know how to keep from being cheated this time.
  • I enjoy taking risks.
  • I don’t want anyone to think I don’t trust them.
  • I am afraid of making a wrong decision about this. (from a comment by Steve Alexander)

There is value in putting your finger on exactly why you don’t want to do something.  You have to accept it for what it is, before you have any hope of changing it.  And even then, it can be a long process.

If you can think of more reasons you might decide to do business with someone you can’t really trust, please add them in the comments.  Thank you.

Only Do Business With People You Can Trust

Charisma vs Passion in Selling

Charisma is about charming people.  It is a way of influencing how someone feels about you.  It may be natural, or it may be a technique for getting approval.

Passion (in this context) is how we feel about something we do.  Feeling passion and expressing passion are two very different things.  The first is real, and the second may be an act.  If we are not careful, our expression of passion may be interpreted as an attempt to influence how a prospect feels about what we are selling.

Influencing how a prospect feels is one way to sell.  However, influencing a prospect is not compatible with High Probability Selling.

We teach our students to maintain an objective, neutral, and businesslike manner when selling.  We put our passion and our energy into finding people who want what we are selling and into determining how likely the outcome will turn out the way we want it to.


Upcoming HPS Workshops:
Getting Personal (17 Jan 2017, $245);  Chapter 12 Explained (26 Jan 2017, $45);  Prospecting (21 Feb 2017, $1050)

Charisma vs Passion in Selling