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“I’ll wait and if they want to refer
someone to me they will”. If this is your attitude you need to change
it. Do you care about the people
you do business with? Does that caring come “from the heart” instead of
from your pocket? Do you care about the products or services your
client’s friends are buying? Do you believe your product or service is
the best?
I figure your answer is yes!
If you truly believe your product or
service is the best money can buy and you care about your clients and
their friends, you’re doing them a disservice when you don’t implement
this lead generation system of asking for referrals. If you don’t they
may end up with one of your competitors who offers less benefit,
protection and advantage as you do.
Your job is to make sure everyone in
your client’s network is looked after by the best. So make sure that’s
you!
You see, your clients are probably too
busy to continually think about helping people in their network. By
using a lead generation system of asking for referrals you’re giving
them an easy way to help their friends. You’re making sure they get the
same top quality products and services.
You’ve Got to Create a WOW Experience
Most sales people only try to satisfy
their clients. Statistics show that two out of three consumers that were
merely satisfied with a company will never return. If you only meet the
client’s expectations, you’ll never see two thirds of them again and you
won’t receive an abundance of referrals.
So how do you get a client to come back
to you again and again? How do you get your current and past clients to
give you a personal endorsement to their friends and relatives?
By implementing the second step of this
lead generation system and creating a WOW experience! Make every clients
experience special!
How many of your friends, family and
business associates would you refer to a company that…
* Takes care of your needs better than
you ever expected
* Delivers more than they promise
* Makes you feel special every time you
communicate with them
* Delivers amazing results for you
If you take the time to create a WOW
experience for your clients, it’s very possible every one of them will
be selling for you.
One of the easiest ways to get
referrals is too continually over deliver. If you give much more than
you promised, people will want to help you in any way they can.
Over delivering should be the way you
do business. The referrals, thank you notes and new friends you make are
the bonuses you receive for doing your job.
Make a genuine difference in people’s
lives and you’ll always get lots of referrals. Make it Easy, Fun and
Enjoyable to Refer People to You
People don’t like doing difficult
things unless there’s an incredibly rewarding benefit in doing so. Even
then many people still won’t do something that appears too difficult.
Many salespeople’s clients are unsure
about who to refer. Which means they have to do all the work by figuring
out who to refer? So they may end up referring no one.
Make sure your clients know exactly who
to refer. Otherwise you’re not going to get a high quantity or quality
of referrals.
The third step of this lead generation
system is give each client a good idea of who they could refer.
For example, The Realtor you recently
purchased your home from could say to you…
“Do you know anyone who recently had a
baby, got married or received a promotion and might be thinking about
buying or selling a house?
If you do, I’m sure they could benefit
from my services. After all you know how good my service is. So, please
introduce them to us. If you do I’ll be sure to do something wonderful
to thank you.”
You can see how this helps you know
“exactly” who the Realtor is looking for.
So make sure you show a genuine
interest in your clients, their families and friends. Make it your
business that they receive the best products and services available,
YOURS! Create a WOW experience for every client you do business with.
Make over delivering your way of doing business. And make it easy for
people to refer new clients your way by telling them who to refer.
Follow the three steps of this lead
generation system and you’re on your way to creating an abundance of new
target clients and becoming a Master of Referrals.
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