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| Getting Referral Business - A Proven System |
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| Written by Michael Walsh |
| Thursday, 24 July 2008 17:13 |
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Referrals are an amazing and effective way to grow your business and add to your income. The trouble is that most of the tips and articles give you bad advice on how to get referrals. Here, I'm revealing to you my tested way of when and how to secure more referral business. 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: You have a center in your brain called the reticular activated system (RAS). This system is the attention center of the brain. It also functions to automatically filter out all of the various noises and distractions in life that are not important right now, so that you can focus on areas that are important. The part of your brain responsible for this is the reticular activated system (RAS). Researchers call it the attention center of the brain. It has many tasks but one of them is choosing what to pay conscious awareness to. You can fall asleep watching TV and not pay attention to those sounds but immediately snap awake when your dog starts barking or someone opens the door. Or if you want to find someone in a crowd and they call your cell phone to let you know they have a red hat on, suddenly all the red hats appear. The RAS developed to instinctively choose what you notice. How to Use a Customer's RAS to Refer Business I've already shown that waiting to ask for a referral is less useful... they've gotten their result and you are spontaneously forgotten. Here's how to do it: "Mr. Smith, if we do business, there will be a time when you will be thrilled with what we provide. We won't take on a new client unless we know we can provide what they need. A single client fee is not worth the potential loss in reputation from taking an assignment where we are not confident of success. Our business grows by word of mouth. So, we don't stop until we achieve success together. My business uses referrals to spread the word. And to make sure that happens I keep working until you are happy. 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. I will commit to acting professionally and with courtesy in all dealings with you... and I will offer that same level of service to your friends. I only have one request: If we work together, may I periodically check with you to see if you are thrilled yet?" So if this makes sense, I'll be checking to make sure that you are happy with my service." If you ask in this way, you will notice your referrals increasing. Without their having to work at it, your customer's RAS will be compelled to find friends that will benefit from working with you. About the Author: Hoping to discover secrets to easily make your or more doubling, even tripling or more? Check out Michael Walsh's free Business Growth Report For additional great free information go to Business Growth blog Click here to get your own unique version of this article with free reprint rights. Kindly provided by LJ-Marketing.dk You are welcome to use this article on your own website, if you include the link just before this text. |
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