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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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