Getting Referral Business - A Proven System

You want to use referrals to grow your business... You see the value of turning your customers into your biggest fans and strongest salespeople. Sounds good on paper, but how do you do it in real life? In this article, I'm going to quickly show you the best time to bring up referrals and a proven system to use.

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.

Your brain is programmed to pay attention to what's immediately of consequence. What just happened is already starting to fade. When you are in the middle of doing a task you can hold all the details in mind to a very exacting degree. A couple days after you have finished, many of those details have faded, because you are on to the next important things.

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.

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.

How to Use a Customer's RAS to Refer Business

You prime the pump by talking about referrals right away.

Here's how to do it:

"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.

"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.

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.

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.

I only expect that you will refer a friend if it makes sense that they will benefit as much as you have.

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?"

When you prime the pump like this, your customer's RAS gets a chance to start looking for ideal candidates for your service, while you are important to your customer. Doing it this way, your referrals will be much more effective.

Give it a try!

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