I have a question for you. How many different systems do you have in place for getting your existing prospects and customers referring their family and friends to your business? If you don't have at least 2 systemized methods for generating referrals, it's time to start putting some in place.
You'll already know why referrals are so great to work with. If you have ever had customers who have been referred to you by somebody they trust, they are a dream come true for most businesses. Thats because they usually don't need to be 'sold' to because they see you as somebody they can trust, and they also complain less and will rarely ask for refunds.
Referrals are also more comfortable buying at higher prices so your margins and profits from these customers can be substantially higher. And because they see you as expert when it comes to your area of business, you are positioned as a trusted authority with the ability to influence and guide people much more effectively.
By taking the time to design and implement a referral marketing program, you could reduce your advertising substantially, while attracting more of the best customers to your business. That will help you to make more money from better clients, without working as hard as you do right now.
So where do you start with your referral program?
The easiest way is to get yourself to the top of the awareness or top of mind of your customers. If you make a concerted effort to get to know your customers and what they really want, you can find out this information quite easily. You can do this either individually by sitting down with clients over coffee or lunch, or as a group by surveying them. Either way, you want to find out what their most important interests and issues are.
Once you know what's important to them, start sending them valuable information in the form of books, articles, reports, interviews, and videos on the topics that they'll find most helpful to them. In other words, you want to try to actually help them - who knew!
Now while many businesses send Christmas cards and birthday cards, in today's tough business environment this really isn't enough. You need to stay in touch with your customers much more often than twice a year, or they're going to forget about you and you'll lose them to your competitors.
The idea here is that if you SHOW people you care about them more than anybody else other from their family and friends, you are going to constantly be at the top of their awareness. This is a powerful position to be in, but hardly anybody goes after it. The good thing is, your competitors aren't doing it either, so it leaves the door open for you.
What eventually happens is that when people are socializing with work friends, or having a dinner party with their family, and somebody says they have a problem they know you can solve, your customers will be programmed to think of you, and will quite often recommend you as the right person to help.
I'll leave you with this thought - If you really take this to heart and don't just go through the motions of doing it, you'll probably be astounded by the results. If you connect with your customers and regularly send them helpful information, your whole business will be transformed. So give this strategy a 30 day trial in your business, and start attracting as many referrals as you can. You'll be very glad that you did.
You'll already know why referrals are so great to work with. If you have ever had customers who have been referred to you by somebody they trust, they are a dream come true for most businesses. Thats because they usually don't need to be 'sold' to because they see you as somebody they can trust, and they also complain less and will rarely ask for refunds.
Referrals are also more comfortable buying at higher prices so your margins and profits from these customers can be substantially higher. And because they see you as expert when it comes to your area of business, you are positioned as a trusted authority with the ability to influence and guide people much more effectively.
By taking the time to design and implement a referral marketing program, you could reduce your advertising substantially, while attracting more of the best customers to your business. That will help you to make more money from better clients, without working as hard as you do right now.
So where do you start with your referral program?
The easiest way is to get yourself to the top of the awareness or top of mind of your customers. If you make a concerted effort to get to know your customers and what they really want, you can find out this information quite easily. You can do this either individually by sitting down with clients over coffee or lunch, or as a group by surveying them. Either way, you want to find out what their most important interests and issues are.
Once you know what's important to them, start sending them valuable information in the form of books, articles, reports, interviews, and videos on the topics that they'll find most helpful to them. In other words, you want to try to actually help them - who knew!
Now while many businesses send Christmas cards and birthday cards, in today's tough business environment this really isn't enough. You need to stay in touch with your customers much more often than twice a year, or they're going to forget about you and you'll lose them to your competitors.
The idea here is that if you SHOW people you care about them more than anybody else other from their family and friends, you are going to constantly be at the top of their awareness. This is a powerful position to be in, but hardly anybody goes after it. The good thing is, your competitors aren't doing it either, so it leaves the door open for you.
What eventually happens is that when people are socializing with work friends, or having a dinner party with their family, and somebody says they have a problem they know you can solve, your customers will be programmed to think of you, and will quite often recommend you as the right person to help.
I'll leave you with this thought - If you really take this to heart and don't just go through the motions of doing it, you'll probably be astounded by the results. If you connect with your customers and regularly send them helpful information, your whole business will be transformed. So give this strategy a 30 day trial in your business, and start attracting as many referrals as you can. You'll be very glad that you did.
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