A Proven System to Get Referral Business
by: MichaelWalsh |
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Referrals are an amazing and effective way to grow your business and add to your income. The trouble is that most of the tips and articles give you bad advice on how to get referrals. Here, I'm revealing to you my tested way of when and how to secure more referral business.
The normal advice given is to prove your worth, make sure the customer is happy and then ask for a referral. While it's sounds good, this is a really just a great way to eventually wonder why you get so few referrals. You understand if you've ever tried it.
If you wait until you have proven your worth, most of the time you've completed your work. Your client is pleased but then they are immediately on to the next thing. You're gone from their mind. It's not personal-it's the natural way their brain works.
You have a center in your brain called the reticular activated system (RAS). This system is the attention center of the brain. It also functions to automatically filter out all of the various noises and distractions in life that are not important right now, so that you can focus on areas that are important.
There is an area in your brain labeled the reticular activated system (RAS). It's been called the attention center of the brain. One of it's numerous jobs is to selectively direct attention to things that are significant to you right now.
Letting your customer's RAS work to build your business:
The RAS is a survival tool. Your ancestors had to notice the sabre tooth tigers hiding in the forest, so the RAS evolved to pay attention to the important and ignore what isn't. How do you use that to your advantage with customers?
Referral System Example
Here's how to do it:
The first meeting is the prime time to let customers that referrals are how you do business. Here's a way to ask for a referral on the first meeting.
"Mr. Customer, I'm confident that if we start together, eventually you will be pleased with the results you get. I don't take on new business if I can't deliver a great result and provide what they need.
My business uses referrals to spread the word. And to make sure that happens I keep working until you are happy.
Of course, if you refer me that's a positive thing and it will only happen if you are thrilled with my services.
Once that takes place, I'm betting that you will want to tell you friends and associates about my service. Which is great! I'm going to make sure that you are so excited and pleased with your results that you can't wait to tell other people about me.
Part of the value that I provide is that I offer very good pricing on my services. So I don't offer cash or prizes in return for referrals, just a firm commtment that I'll provide you with the best service at a great price.
I make sure that you get a ton of value so that you want to send friends and associates to get the same results.
Of course, I will only work with them if I know that I can give them great results as well. No matter what, I will deal with them in a professional and caring way. I would only expect that you would send me someone if you have been dealt with professionally and with care. Right?
By planting seeds in this manner (or in your own style), you will increase your effectiveness in gaining referrals. Your customer's RAS will automatically and most importantly, without their having to remember, respond by bringing to their attention the colleagues that will benefit from working with you.
You will end up getting and keeping more customers at a profit.
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About the Author
If you are looking to grow your small business, make sure you check out Michael Walsh's excellent free report on business growth secrets and for more proven information go to small business growth. Visit the Uber Article Directory to get a totally unique version of this article for reprint.
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