Why are happy clients a gold mine? It’s because they will refer you if you ask them in the right way and use the right words.
We all know the value of a referral. You are not spending your time cold calling with referrals. Referrals are what I call WARM. You should design your referral system so that you attract your “ideal” clients.
Closing sales is much easier because referrals are pretty much presold on your merits.
Some financial advisors and insurance agents go about getting referrals the wrong way. They think if they just say the right words, the customers will bless them with referrals.
There is a right way of asking for referrals, but you have to lay the groundwork before it happens.
You need happy clients, clients who have been WOWed by your service, impressed by your interest in them and extremely satisfied with what you do.
Your goal is to add so much value for your clients and other referral sources that they will be eager to have their friends and relatives use what you offer.
You want to nurture long-term customer relationships. This is much easier to do for those of you who are customer-centered.
However if your business is transaction-based, you can nurture your customer relationships by giving them WOW service by remembering their birthdays and anniversaries, sending them little surprise gifts and so on.
With happy clients, systems for getting profitable referrals are much more effective. Create a gold mine by earning your clients’ trust and giving them WOW experiences.
If you don’t have the time and energy to do this for all of your clients/customers, then concentrate on your best top 20%.
Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your business and learn from my years of experience and success, in which I created over 6 million customers.