 | Why Should I Refer You And Not Someone Else? | Another great Referral Institute tip ... | Posted on: 26/02/2014 By: Jacky Sherman |
In my Link and Learn workshop this week, I was working through the information you need to give your contact to get great referrals. A key part of this is giving your referral sources good evidence on what is special about you ...
When his client's home burnt down, Scott went above and beyond to help them. I shall certainly be referring him from now on!
This means they can then share this evidence with people who want to buy your type of service. I recommended that people share a story about something they did for a real client.
When you ask people "why should I refer you and not someone else?" they will often say "because I go that extra mile for my customers". Well, everyone says that about their service!
This week I thought I'd share with you a story told by Scott Fletcher, one of the participants, where he really went that extra mile. Scott runs Valhalla Private Client Insurance Services, an Insurance Broker specializing in arranging domestic insurance for high net worth private clients.
He is a quiet, honest and unassuming man and had already told the group that trying to talk about insurance whilst networking was challenging. Are you switching off yet? Well, I wasn't expecting much of a story and certainly wasn't expecting what came next.
Late one evening, Scott got a phone call from one of his clients who was hysterical on the phone. She explained that her house was on fire and the first person she thought to call was him. Scott convinced her to get someone to phone the Fire Brigade and make sure everyone was safe whilst he talked to her about what had happened.
He coordinated immediate assistance with the insurance company and loss adjuster before jumping into his car and driving from Milton Keynes into London where she lived. He wanted to make sure that the family had as much support as possible during this horrific time. He looked after them throughout the process and also arranged for the insurance company to cover the costs of counselling for her and her children.
What struck me most about this tale was not only Scott's very human response to someone in distress, but that his relationship with his client was such that in her moment of highest distress he was the person she knew she could turn to for help.
"Having heard this story, which insurance broker will I recommend to my contacts? Will I remember the story every time someone mentions insurance? Will you?"
If you'd like to talk to Scott about insuring your most valued possessions then visit the Valhalla Insurance website, or contact me and I'll make an introduction.
If you'd like to learn more about how the Referral Institute Northamptonshire can help you be the first person people choose to refer for your type of service then why not call me on 07970 638857 and let's talk!
Until next time ...
JACKY SHERMAN
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