Getting Referral Business - A Proven System
by: MichaelWalsh |
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Business referrals are one of the tried and true (but sometimes frustrating) ways to grow your small business. A few years ago I learned a fact about how the brain works that when I applied it, exploded my referral business. Below, I'm going to quickly outline it for you so you can start using it today.
When and how do you bring up the whole conversation of referrals?
The first meeting is the best time in the relationship to let people know how you work. To build your business with referrals, you advise people right away that referrals are how you do business. Here's why:
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.
The part of your brain responsible for this is the reticular activated system (RAS). Researchers call it the attention center of the brain. It has many tasks but one of them is choosing what to pay conscious awareness to.
You can fall asleep watching TV and not pay attention to those sounds but immediately snap awake when your dog starts barking or someone opens the door. Or if you want to find someone in a crowd and they call your cell phone to let you know they have a red hat on, suddenly all the red hats appear. The RAS developed to instinctively choose what you notice.
Some people advocate that the time to bring up referrals is after a product or service has been delivered and the customer is happy with the outcome. However, if you do it this way, your customers RAS will not automatically work with you. Your customer has gotten their result and their mind is on to the next thing - you are automatically forgotten.
Referral System Example
Example of a Referral Request
"Mr. Smith, if we do business, there will be a time when you will be thrilled with what we provide. We won't take on a new client unless we know we can provide what they need. A single client fee is not worth the potential loss in reputation from taking an assignment where we are not confident of success.
Our business grows by word of mouth. So, we don't stop until we achieve success together.
So, if we do business together, there will be a time when you are thrilled with who we are and what we do. We actively set it up that way.
When this happens you will probably want to talk about us to your friends, colleagues and associates. This is a good thing. As I mentioned, our business grows by word of mouth, so it is important to us that you are happy enough with our services to pay us for our work. We also want you to be so thrilled that you become one of our biggest allies and fans.
So It's really important to my business to do a good job. I'm relying on impressing you enough that you are happy to be an ally and do some promotion of my business. I don't give rewards or trips for business referrals. I make sure that my prices have no hidden charges and that they offer a great value.
If you refer us to a colleague, it will be because of a benefit you see for that colleague by working with us.
I will commit to acting professionally and with courtesy in all dealings with you... and I will offer that same level of service to your friends.
I only have one request: If we work together, may I periodically check with you to see if you are thrilled yet?"
So if this makes sense, I'll be checking to make sure that you are happy with my service."
You will end up getting and keeping more customers at a profit.
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About the Author
Hoping to discover hidden tips to easily make your business doubling, even tripling or more? Check out Michael Walsh's free Business Growth Report For even more great free information go to Business Growth blog You are welcome to reprint this article - but get your own unique content version here.
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