How Financial Professionals Can Get More Client Referrals with LinkedIn

LinkedIn for Financial ProfessionalsTypically, a successful Financial Professional relies on client referrals to grow their business. They ask for referrals all the time, and it may sound something like this:

Advisor: “Ms. Client, are you happy with the services we have been able to help you with over the last few months?”

Client: “Oh yes, Mr. Advisor, we have been very happy with you and your company.”

Advisor: “Terrific, Ms. Client, the way we grow our business has always been through introductions and recommendations from our happy clients! By any chance, do you know of anyone else that could use our products and services?”

Client: “Hmm, let me see… I can’t think of anyone off hand right now, but if I do think of someone I will certainly be happy to introduce you to them.”

Bummer – Not exactly how we had hoped it would go, but now we have LinkedIn as a powerful tool and this conversation will be much more productive.  Before visiting your client…

  1. Connect with your client on LinkedIn
  2. Check out their contacts
  3. Make a list of 5 prospects that they know and bring the list with you

Here is how the conversation could go with help from LinkedIn:

Client: “Hmm, let me see… I can’t think of anyone off hand right now, but if I think of someone I will certainly be happy to introduce you to them.”

Advisor: “Ms. Client, when we connected on LinkedIn I noticed that you were linked to a few folks who would be great introductions for me; would it be all right if I ran them by you?”

Client: “Of course, I would be happy to help!”

Advisor: “Thank you so much for offering to make these introductions. You can just copy us both in an email, and I can take it from there. To make it easier for you, would you like me to send you a short introduction paragraph that you can use?”

Client: “That would be great, thanks.”

If we did just this for each of our clients, our pipeline could easily double or more, and the business would follow!

Are you a Financial Professional that is interested in leveraging LinkedIn to grow your business, Let’s set up a brief call, and even if we don’t work together, I am confident you will gain great insights in our conversations that will help your business grow. Here is a link to my calendar http://ScheduleaCallwithBrynne.com please pick a time that is most convenient for you. I am looking forward to our call.