Patti George , Market Development Manager , Aviva Life , shares her tips on how you can encourage more referrals .

If you ’ re looking to help more clients during this difficult time , referrals could be the answer . And although sometimes they just land in your lap without you having to lift a finger , at other times they need a little work . So , if they ’ re not happening naturally , here ’ s a few things you can do to keep those referrals rolling in .

Let people know you want to be referred Many of your loyal clients will be happy to help out someone they know by recommending you . So sometimes all you have to do is ask . Make things easy for them by checking that they ’ ve got your contact details on their mobile and remind them of the services you provide . If you think it ’ s right , you could even offer an incentive . Sometimes a gift to charity works well . Don ’ t worry too much about expensive gifts .

Support your fellow advisers If you refer other people , they ’ ll want to return the favour by referring you back . The same applies for LinkedIn recommendations and Google reviews . So be generous with these too . You could write them a positive Google review and then forward an enhanced version of this for them to use on their website .

Check in with your clients

Patti George , Market Development Manager , Aviva Life

People like knowing that they ’ re being listened to and that their option is respected . So ask for feedback . It could be at the end of a meeting or calling them for a quick chat to ask them how you can improve your services . Let them know when you ’ ve taken on board their comments . They ’ ll feel appreciated and be more likely to refer you .

Get your people involved Make your staff feel more valued by including them in your plans to reach more clients through referrals . They talk to clients all day anyway so it should be easy for them to do . Have a brainstorm together to work out the best way to get referrals . Make sure they ’ re clear on the services and benefits you offer . You could even come up with an incentive plan if you think this will motivate your people .

Help your clients online

MAKE SURE YOUR CLIENTS CAN FIND YOU AND KNOW WHAT YOU ’ RE GOOD AT BY IMPROVING YOUR DIGITAL PRESENCE .

• Update your LinkedIn profile and try to get a few recommendations .

• Check your website is easy to get around and that it ’ s clear to new clients what you offer .

• Claim and complete your Google My Business profile if you haven ’ t already .

• Ask about 10 to 12 of your loyal clients to give you a Google review .

Give thanks If you want to reach out to more customers , you need to keep those referrals rolling in . So , show people you really appreciate their recommendations by thanking them straight after you get that call . And keep thanking them every time this happens so that they keep referring you . Before long you ’ ll find that you ’ ll be able to widen your customer base and provide a better tomorrow to even more people who need your help .

To find more Aviva support on customer retention , visit Aviva for Advisers .

For adviser use only . Not for use with customers . Provided by Aviva Life & Pensions UK Limited . PT151413 07 / 2024

| PROTECTION ADVISER | AUTUMN 2024 | 19