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.

Have you ever noticed how, once you like a certain car, you start to see them everywhere? Did they just suddenly appear or were they there all along? Your RAS responds to your interest by making the cars noticeable. They were there all along, before you liked them but they were not important so the RAS ignored them.

How to Use a Customer's RAS to Refer Business

You prime the pump by talking about referrals right away.

Example of a Referral Request

When you're talking to your customer for the first time... you can say something like, "Mrs. Jones, I only will take you on as a client if I am absolutely convinced that I can over-deliver exactly what you need.

One of the big reasons I do that is because I get more of my business by referral.

My business uses referrals to spread the word. And to make sure that happens I keep working until you are happy.

I make sure, up front, that the fit is good and I can hit it out of the park.

A couple of things about that. First of all, if you refer someone to us, we won't give you a free toaster or a trip to Mexico. We provide our clients with the best pricing possible, so we haven't built in awards, prizes or cash back if someone refers us.

If you refer us to a colleague, it will be because of a benefit you see for that colleague by working with us.

I make sure that you get a ton of value so that you want to send friends and associates to get the same results.

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.

If you ask in this way, you will notice your referrals increasing. Without their having to work at it, your customer's RAS will be compelled to find friends that will benefit from working with you.

Article Source: http://www.search4allinfo.com

Hoping to discover secrets that will have your business doubling, even tripling revenue? Check out Michael Walsh's free Business Growth Secrets For additional great free information go to Business Growth blog Get a totally unique version of this article from our article submission service

Please Rate this Article

5 out of 54 out of 53 out of 52 out of 51 out of 5 

Not yet Rated