Referral Systems Are The Key to Optimization and Exponential Growth
Take a second and think of your best and most profitable clients. Now imagine that you only work with clients of that quality. Only a strategic referral system can accomplish that.
Optimize What's Already Working for You
Chances are, your best clients are already referring friends, family, and business associates to you from time to time. And these people are probably very similar to your best clients — similar interests, similar desires, similar buying habits.
Your clients refer people to you because they value the benefit you bring to their lives or businesses — and they want the people they care about to benefit as well.
For most businesses I’ve seen, however, that’s the extent of it. They settle for the small amount of business these passive referrals bring in — without ever actively soliciting referrals from their clients.
Don’t Settle for Passive Referrals
Think about the amount of business you currently get through passive referrals. Now imagine five or ten or 20 times that amount. That’s the leverage potential of a formal, “active” referral system.
And the best part is, a referral program will bring you immediate results. Your clients and profits will begin to grow as soon as you put the system in place.
Some business owners hesitate to ask for referrals because they feel it is somehow “inappropriate.” They fear that clients will see it as overstepping their bounds — getting too personal. Don’t make their mistake.
Most People Do It Wrong
Most people say they hate to “beg” for clients. There’s no reason to be embarrassed or timid or unduly sensitive about asking your clients to direct other clients to your door. In fact, it’s not only appropriate and ethical, it’s your benevolent obligation. Let me explain…
You’ve got to remember that the vast majority of your clients really do have a bonded relationship with you. They trust you. They trust your company. They trust the product or service they acquire from you.
They have grown dependent on realizing a high level of results, satisfaction, protection, prestige, enjoyment, experience, well-being, or whatever else your product or service provides them with.
Program you Clients Benevolently, Not Self-Servingly
Every satisfied client you have is in a position to know, live with, live next to, hang out with, do business with, buy from, sell to, or otherwise associate with an abundance of people or enterprises that are prime target prospects for your business.
But you cannot expect your clients on their own volition to be responsible for, or even aware of, the opportunity they have to refer people to your business. You’ve got to program them — and program them benevolently, not self-servingly.
Handle in Your Clients Best Interest
You owe it to everybody that your clients know to at least arrange the opportunity for those people to make your acquaintance, to experience your philosophy in what you do, to get your best perspective on their need, their opportunity, their problem — and how your product or service can help to fill it.