maxreferrals
Expert
- 64
Thought we'd offer this up today. Hope it helps you in your biz...
---------------------------
"Creating Referrals From Your Current Customers --
(How To Get Them To Talk About You and Your Business)"
1. Concentrate on ensuring your existing
clients understand all your services. People
talk most about your work when they best
understand it. But unfortunately, the majority of
our clients have really only experienced a small
portion of our true skills.
For example, if you are a Public Relations
professional, your clients may have experienced
your writing press releases, distributing the
release to the media, preparing a written result
of your activities, and hearing you discuss a
certain promotional angle.
But that same client has likely never
experienced what you do in your PR follow-up
(fax, email, telephone, leave messages, re-fax,
re-email, chase down a reporter, pitch, etc.)
In other words, the inner workings only privy to
your own technical capabilities, such as selling
a reporter on your client's story idea, are
skills you maintain and focus on. But a client
never experiences this.
So what happens? They don't understand
everything involved with your services and can't
fully appreciate all of your expertise. And as a
result, referrals don't come as fast as you like.
Remember, referrals come faster when others
recognize the extent that you help improve their
lives and these same people can explain what you
do to others.
2. Use opportune times to discuss the subject
of growth with your clients. Growth is
natural. It is a part of life.
It demonstrates you are a positive, optimistic
and excited adult. In fact, I haven't known many
people that didn't encourage another person to
grow, whether personally or professionally.
Have you noticed that when you have a growth
mindset, others around you seem to be as
generally excited as you? Yet discussing your
desire to grow--especially with existing clients--
can often be thought of as taboo to some
professionals.
Weird reasons aside, they believe if they share
with their clients their personal desire to grow
by expanding their business and helping others--
that the client will question their loyalty to
them. That's ridiculous.
---------------------------
"Creating Referrals From Your Current Customers --
(How To Get Them To Talk About You and Your Business)"
1. Concentrate on ensuring your existing
clients understand all your services. People
talk most about your work when they best
understand it. But unfortunately, the majority of
our clients have really only experienced a small
portion of our true skills.
For example, if you are a Public Relations
professional, your clients may have experienced
your writing press releases, distributing the
release to the media, preparing a written result
of your activities, and hearing you discuss a
certain promotional angle.
But that same client has likely never
experienced what you do in your PR follow-up
(fax, email, telephone, leave messages, re-fax,
re-email, chase down a reporter, pitch, etc.)
In other words, the inner workings only privy to
your own technical capabilities, such as selling
a reporter on your client's story idea, are
skills you maintain and focus on. But a client
never experiences this.
So what happens? They don't understand
everything involved with your services and can't
fully appreciate all of your expertise. And as a
result, referrals don't come as fast as you like.
Remember, referrals come faster when others
recognize the extent that you help improve their
lives and these same people can explain what you
do to others.
2. Use opportune times to discuss the subject
of growth with your clients. Growth is
natural. It is a part of life.
It demonstrates you are a positive, optimistic
and excited adult. In fact, I haven't known many
people that didn't encourage another person to
grow, whether personally or professionally.
Have you noticed that when you have a growth
mindset, others around you seem to be as
generally excited as you? Yet discussing your
desire to grow--especially with existing clients--
can often be thought of as taboo to some
professionals.
Weird reasons aside, they believe if they share
with their clients their personal desire to grow
by expanding their business and helping others--
that the client will question their loyalty to
them. That's ridiculous.
