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| The One Question That Freaks You Out Most |
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Most small business owners I meet are extremely passionate about their products and services. As they should be… So what question freaks most of them out? It is the one question that many business owners avoid. They deliver the product or service as promised. The customer is extremely satisfied with the results of their experience, and they drop the ball. Immediately following delivery the service and/or results promised, you need a method for asking your customer the one question that is guaranteed to improve your income as a result… Here’s the question:
Yep, it’s that simple. If you can, follow-up and hand them a referral card or promotion they can immediately send out to their closest friends, family, and colleagues. If you think about it, this strategy is simple. The cost is minimal, the return huge. You already spent the money to acquire your customer, you might as well leverage the relationship and expand on it. You are crazy if you don’t start doing this starting tomorrow. So what is it that freaks you out about asking for the referral? What is stopping you from training your entire staff on leveraging this approach immediately following delivering the service as promised? I guarantee you that if you just start asking, you will feel more and more comfortable. Besides, aren’t you delivering the service as promised? If so, what do you have to be afraid of. Get busy and put this into motion now. Remember, solid marketing systems are built but adding one piece at a time and measuring the results. To higher profits, Matt |
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Tags: | Creative “Tip” To Generate More Referrals |
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Committed? Ok, good… This is a lead generation tip I picked up recently from The Referral Engine by John Jantsch. I believe this tip is so powerful every business needs to add this to their marketing system. Here are the steps: 1) Write a quick letter to your top 10-15 clients, and tell them you are starting a professional referral network. You have selected them as the 10-15 you trust to refer business. Let them know that to participate they need to refer 10 professionals they trust as well to join the network. 2) Create a referral page on your blog or website. Add all of the contacts and links on your referral page for everyone to participate. An email inviting everyone to do the same on their websites or blogs would be even more powerful. 3) The last step is marketing to your customers. The best way to get leads flowing your way is to give first. I would send an email out to your customer base announcing your “trusted” referral network if they are looking for professionals in your area. Imagine if you had 100 people in your referral network. Powerful! Even if you are in an existing referral group like LeTip or BNI, this is an extremely powerful addition to your network. After reading this tip, I have already sent my letters and will be building my resource page as well of professionals I trust to refer business. If you want to be in my referral network, let me know. Have a great day! ~Matt |
| Starting Up Your Referral Engine |
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When I meet with most small business owners, I always ask them “What is your #1 lead source?”. Guess what the #1 answer is? Yep, you guessed it “word of mouth” or “referrals”. Then, I ask them a second question. Do you have a system in place to make it easy for your raving fans or customers to give you more referrals? Well, that’s usually where the party stops. I know I beat this one into the ground a bit, but it comes down to having a system in place. One of the things that many networking groups (LeTip,BNI etc.) do well is they coach you on describing what a good lead is for you. Often, this is done as a mini-commercial in front of a larger group. But, you can use this with your customers as well. Just make sure they are a raving fan. For example, in my business I usually say, “A good lead for me is a small business owner that is interested in developing an automated lead generation marketing system”. Fairly specific, and it gets your customer thinking about how they can send you business. More importantly, who is “pre-qualified” to do business with you. Makes it a little easier doesn’t it. So take a minute right now, and answer these three (3) questions: 1) Who is your ideal target? 2) What is an excellent referral for you? 3) What solution will your product or service provide? Ok, now the fun part. Take these answers and create your own sound bite describing what a good lead is for you. Make sure it identifies your ideal client, and describes how you can help their friend, partner, or colleague when they refer you business. Don’t be afraid to ask for referrals. If you are doing a great job for your customers, you should expect referrals. Go Target, Attack, and Profit…Because I said so. Best, Matt P.S. For more tips on building your referral engine check out John Jantsch’s new book coming out May 13th title “Referral Engine”. Download the free chapter here -> http://referralenginebook.com |
