The Referral-Magnet Home Run Formula: 4 Bases You Must Touch Every Time To Win Their Hearts — And Referrals!
Like baseball, you can touch first, second and third base, but that won’t give you a home run. If you want to knock it out of the park and get more referrals than ever before, you’ve got to touch all four of the bases.
Here’s how…
Remember, you don't get referrals just for meeting expectations. You get referrals for EXCEEDING expectations! So, determine what your clients expect of you and then engineer your business to predictably, consistently exceed those expectations.
One of the best ways to gain WOW FACTOR and make yourself more “referral worthy” is to send your clients surprise gifts, before, during and after closing. The more you can put a smile on their face and make them feel “warm and fuzzy” when thinking about you, the better.
For example: After the sale closes, send them an awesome gift basket to their workplace with big plume of helium balloons. Talk about stimulating a referral frenzy!
The problem with physically asking for referrals is that it relies on your whim and motivation. However, if you create a system that does the “asking” for you, then it works while you’re not
working. That’s why I recommend building a SYSTEMS-dependent business than a YOU-dependent business.
In the book, “Influence: The Psychology of Persuasion”, Dr. Cialdini found that people strive for consistency in their commitments. They also prefer to follow pre-existing attitudes, values and actions.
So, how can you use this principle of consistency to attract more referrals?
Simple: ask for a positive review BEFORE asking for referrals!
Once your client has committed to submit a rave review, they are more likely to behave consistent with that public statement and send you referrals. Make sense?
No comments:
Post a Comment