It is a bold statement but this is all mind games and of course, we know that you are all for a fantastic service and that you are very referable. So, what is the question?
This is when you contact or when you are speaking to a new client. Someone who is on the verge of becoming a client. They are at their keenest. You say to them “May I ask who specifically referred you to me? I need to know, so that, I can contact them and give them a personal thank you.”
It’s as simple as that. Now, what does that do? First of all, this is one of the very first things you ask when you speak to your new client. What you are demonstrating to them is first of all, that you expect that they were referred by someone to you.
You make it seem like that’s the norm, that it is obvious. Everybody refers you to other people because you are so good.
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The second one, is that you showed them that you care, that when they do refer, you personally give a thank you. You want to know who it is so that you can personally contact them and give a personal thank you.
You don’t tell that new customer, “So I bought them a box of chocolates so I can say thank them.” You simply tell them that you have a gift for the person who referred them as a thank you.
That suggests that there is something good in it for them if they refer you. Now, this resonates, of course then you are going to provide your service or provide your product or whatever you do.
And later, like we said yesterday, you are going to ask them to give you referrals or ask them to refer you, but you have already planted the seed. You have already made that person a customer (50% chance), and probably a 100% more likely to refer you than anyone else.
A lot of these tricks are really simple, but we just assume people are doing these things already. We assume people will refer, we assume they will tell their friends, and we just hope maybe that they are doing this for us.
Don’t assume that they are doing it.
Don’t assume anything and don’t hope anything. It is never going to work, everything has to be calculated. Everything has to be a process, or a system so that it can be done over and over in exactly the same way and when you find something that works, that system gets repeated again and gets used and gets improved.
That’s the way it works! Everything works by processes, the entire marketingforowners.com system is a process, but it is that simple and it ends with getting people to refer you.
This is the beauty where they are your preacher, they do your marketing for you.
Weekend Challenge
1. Grab your pen and paper and write down your top ten customers.
Now, I am going to assume that you know who your top ten customers are. If you don’t, you need to do something about it.
Somebody knows, if necessary, just find out through their account system who spends the most money, etc.
2, Write down what the last product or service was that those 10 customers bought from you and when they purchased them.
Again, if you don’t know this off the top of you head, of course, you may be the larger business, you might not know all this kind of thing.
Ask someone and find out or look it up on the system. I did never say this is easy, yes, this takes some work, but this will make your future so much easier.
3. Write down whether you are going to telephone that person to go and see them or whether you are just going to call in without any notice and pop in to see them– choose one or other.
And the reason that I leave that to you to decide is because you know the relationship you have with your customers.
Some of these top customers, you will speak too regularly and you will know that you can just pop in or that you need to make an appointment and let them know when you are coming, but you are the boss of the company, they are one of your top customers, they will see it.
4. Now, you need to decide what you are going to offer to them when they refer you to their friends or colleague. What are you going to offer that friend or colleague to make your customer look good?
5. I want you to write down the deadline of when you are going to have contacted all ten clients. I will help you here because I am going to give you two choices. Today is Friday so first choice is you are going to contact them by next Friday.
Second choice, are you going to contact them by the Friday after? So, you have got a choice of either one week or two weeks.
We need deadlines. You will be amazed what this will do for your business. The next time, you will expand it to 20 and you will let your reps and your other staff know. You will figure out how to do this once it starts happening.
You will suddenly make referrals, asking for referrals a part of your everyday strategy. You will have a referral system. You will measure what works best.
It is a wonderful thing and it makes you richer and it means you don’t have to work so hard because they do it all for you and they do it gladly without pressure.
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Who are your top ten customers?
