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A Proven System to Get Referral Business

You want to use referrals to grow your business... You see the value of turning your customers into your biggest fans and strongest salespeople. Sounds good on paper, but how do you do it in real life? In this article, I'm going to quickly show you the best time to bring up referrals and a proven system to use.

Most experts state that the best time to get referrals is after you have proven yourself to a customer. While this sort of works, it doesn't even come close to being an effective way. If you've tried it, you know what I'm saying.

The first meeting is the best time in the relationship to let people know how you work. To build your business with referrals, you advise people right away that referrals are how you do business. Here's why:

This results in examples like waitresses, who while serving you can remember lots of detail about who was sitting where and everything you just ordered. Studies have shown that the moment she delivers the check, she struggles to remember anything about serving you. She's on to the next table.

For example, a mother sleeping in a 14th floor apartment above a noisy street can sleep, oblivious to the noise below. Yet when her baby stirs two rooms over, she's up like a flash and at her child's side. The reticular activated system is the brain's system to selectively and automatically focus what you pay attention to.

Letting your customer's RAS work to build your business:

Some people advocate that the time to bring up referrals is after a product or service has been delivered and the customer is happy with the outcome. However, if you do it this way, your customers RAS will not automatically work with you. Your customer has gotten their result and their mind is on to the next thing - you are automatically forgotten.

I've already shown that waiting to ask for a referral is less useful... they've gotten their result and you are spontaneously forgotten.

Example of a Referral Request

The first meeting is the prime time to let customers that referrals are how you do business. Here's a way to ask for a referral on the first meeting.

One of the big reasons I do that is because I get more of my business by referral.

So, if we do business together, there will be a time when you are thrilled with who we are and what we do. We actively set it up that way.

Of course, if you refer me that's a positive thing and it will only happen if you are thrilled with my services.

A couple of things about that. First of all, if you refer someone to us, we won't give you a free toaster or a trip to Mexico. We provide our clients with the best pricing possible, so we haven't built in awards, prizes or cash back if someone refers us.

If you refer us to a colleague, it will be because of a benefit you see for that colleague by working with us.

Just like you, we won't do business with them unless we see a clear win for them. However, we will promise you: We will treat anyone you send our way with just as much courtesy, professionalism and respect as we treat you with and of course you would never send anyone to us unless you were satisfied with the levels of courtesy, professionalism and respect we provide, would you? Of course not!

I will ask to see how I am doing along the way, to make sure that you are more than happy. Any people you refer will also get the same level of service. OK?

By planting seeds in this manner (or in your own style), you will increase your effectiveness in gaining referrals. Your customer's RAS will automatically and most importantly, without their having to remember, respond by bringing to their attention the colleagues that will benefit from working with you.

Give it a try!

Article Source: http://www.bestnichearticles.com

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