Qualified recommendations no recommendation marketing bring new impetus to the customer acquisition, which operates the majority of customer advisors in the financial services industry. Valuable new business is this playful. While far more customers make qualified recommendations, than is generally believed. One comes to this conclusion by Vertrieb24 the Vertriebsoptimierer GmbH & co. KG study.
Only five per cent of the consultants and brokers in the financial services industry use referral marketing actively in their consultations. To make matters worse, the majority of respondents applies wrong and unstructured this means to the acquisition and this gives a large number of potential new customer appointments. A perennial, conducted by the Vertriebsoptimierer GmbH & co. KG Vertrieb24 study, which examines the behaviour of over 1700 consultants from the insurance, investment and banking industry comes to this conclusion. An average 2.4 qualified recommendations per customer the bulk of counselor and brokers can be therefore a lot of potential for New unused business. Because, properly applied, so a further finding of the study, recommendation marketing brings an average 2.4 recommendations per customer Adviser, which can mean up to twenty high-quality new customer appointments per month. This is not loose contacts, but qualified references, which means the Adviser was recommended by the customer personally.
Thus the new customer then was waiting for an appointment on the part of the consultant. Majority of customers ready, recommendations to pronounce as reason suspected encounter Holger Stiebing, head of sales trials in Vertrieb24, the prejudice is widespread among the financial service providers, referral marketing for the rare use of referral marketing among the clients rejection. In our training we have been again and again on the new years, how big is the surprise among the consultants and brokers, when they learn that the majority of the customers is ready to make recommendations, so Sankar. The study underlines this: of the customers in terms of investment in about two-thirds of customers to ready actively to make recommendations. This value to approximately 50 percent of the clientele for banks still on 32 percent is for insurance companies. Frequent and open speech promises the most success the study results also suggest, that referral marketing is applied mostly wrong and unstructured. “Sankar: consultants ask their customers often at the wrong time, or they articulate their concerns unhappy by choosing the right words.” Sankar also notes: Erfolgsversprechend are not the sales tricks of the sales trainer, but an open and authentic speech of the theme. Also increases the likelihood for the willingness of customers to the active recommendation all the more, the more often you already addresses the topic before the actual recommendation question.” Crucial for the success of recommendation marketing for the acquisition of a strategy in the run-up to cope, as the subject of recommendations was spontaneous therefore, the situation can be adjusted and as often woven in the consultation. Company Vertrieb24: Vertrieb24 the Vertriebsoptimierer GmbH & co. KG is Vertriebsoptimierer and acts as all around “-service provider of training, consulting and coaching for distributors.” As traditional B2B company specializes Vertrieb24 on sustainable promotion in the financial services industry and its service offers funds, as well as sales companies and broker pools insurance companies, banks, investment companies, initiators of product in the area of real estate, closed end with sales representatives/partners.