Discover how referral marketing can help you build strong and successful referral based businesses.
To learn how his techniques have impacted businesses across the nation and how to have Bill to speak at your event contact him direct at info@referralcoach.com or visit his website at http://www.referralcoach.com
Your foundation to building your business with referrals is the set of attitudes you bring to your prospecting efforts. This is your referral mindset. In my Unlimited Referrals Seminar, I share 10 attitudes you must develop and use to create the most powerful action in gaining an unlimited supply of high-quality referrals. As I share these powerful attitudes with you now, give yourself a rating of 1-10 on each with regard to how well you've adopted each one.
#1 - My prospects prefer to meet me through referrals over any other method. To keep the flow of high-quality referrals coming, you must have a referral prospecting system.
#2 - Building my business from referrals is the most cost effective method. What does it cost to do a direct mail campaign? Hotel seminar? Lots! What does it cost to build your business from referrals? Virtually nothing - just a little courage. Referrals is clearly the most profitable way to go.
#3 - Rather than transactions, I look to the lifetime value of the client. The longer the relationship lasts, the more the trust can build (if you provide quality ongoing service), and the more high-quality referrals you will receive.
#4 - I move beyond rapport and form relationships of trust. Good rapport may be enough to get their business, but it won't be enough to get referrals. Since giving referrals can feel risky for some, the most important ingredient is trust.
#5 - I look for ways to leverage my Practice. Virtually every business relationships you enter into has the potential to be leveraged into something more than what it was when your first began. Have an attitude of leverage with all your relationships. Make as many as you can into relationships that go way beyond the buyer/seller relationship.
#6 - I have a well developed attitude of service. I look to provide service and value at every opportunity. Look for ways to serve your prospects as soon as you can, even if it as nothing to do with what you are selling. Look for ways to bring real value to your clients each time you make contact with them.
#7 - I am continuously establishing and enhancing my process that brings in a constant flow of new Practice. Do you have an established process or system for acquiring new clients? Or do you engage in that behavior when you think about it . . . when you finally set aside a little time for it? Not only must you have a clear system or strategy for acquiring new clients, you must also constantly reevaluate your methods to make sure they're most effective.
#8 - I am a problem solver. I look to fix problems, not shy away from them. One of the biggest values you can bring to others is an ability to solve problems, and your willingness not to run from them. Most successful people in this world are problem solvers.
#9 - It is my habit to give referrals whenever I can. If you expect others to give referrals to you, look for opportunities to give referrals. Business the Golden Rule of Referral Giving - give referrals unto others, as you would have them given unto you.
#10 - It is my habit to ask for referrals whenever I can. Are you constantly looking for opportunities to ask for referrals? When a client expresses extreme satisfaction with your service, your brain must remind you, "Ask for a referral now!"
How did you score? All 10's? If you're like most of us mortals, this list has pointed to a few areas in which you can strengthen your referral mindset. A strong referral mindset is the necessary to creating your referral-based business. As you nurture these attitudes, you must also turn them into powerful action.
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Gaining Business (B2B) Referrals, ISD Consulting - Free Business Assessment.MP4by ISDconsulting492 views
Great stuff Bill. Check out Referral Key.
Launched in August 2007, Referral Key is a business networking utility that helps people manage their trusted referral relationships more effectively to increase sales, expand their professional network and differentiate themselves from their competition.
ReferralKey 2 years ago