You want to use referrals to grow your business… You see the value of turning your customers into your biggest fans and strongest salespeople. Sounds good on paper, but how do you do it in real life? In this article, I’m going to quickly show you the best time to bring up referrals and a proven system to use.
When and how do you bring up the whole conversation of referrals?
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:
This results in examples like waitresses, who while serving you can remember lots of detail about who was sitting where and everything you just ordered. Studies have shown that the moment she delivers the check, she struggles to remember anything about serving you. She’s on to the next table.
There is an area in your brain labeled the reticular activated system (RAS). It’s been called the attention center of the brain. One of it’s numerous jobs is to selectively direct attention to things that are significant to you right now.
Letting your customer’s RAS work to build your business:
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 is an example of a possible discussion that you might have with a potential client / customer, on the first visit.
The first meeting is the prime time to let customers that referrals are how you do business. Here’s a way to ask for a referral on the first meeting.
“Mr. Customer, I’m confident that if we start together, eventually you will be pleased with the results you get. I don’t take on new business if I can’t deliver a great result and provide what they need.
So, if we do business together, there will be a time when you are thrilled with who we are and what we do. We actively set it up that way.
When this happens you will probably want to talk about us to your friends, colleagues and associates. This is a good thing. As I mentioned, our business grows by word of mouth, so it is important to us that you are happy enough with our services to pay us for our work. We also want you to be so thrilled that you become one of our biggest allies and fans.
Once that takes place, I’m betting that you will want to tell you friends and associates about my service. Which is great! I’m going to make sure that you are so excited and pleased with your results that you can’t wait to tell other people about me.
Part of the value that I provide is that I offer very good pricing on my services. So I don’t offer cash or prizes in return for referrals, just a firm commtment that I’ll provide you with the best service at a great price.
I make sure that you get a ton of value so that you want to send friends and associates to get the same results.
I will ask to see how I am doing along the way, to make sure that you are more than happy. Any people you refer will also get the same level of service. OK?
So if this makes sense, I’ll be checking to make sure that you are happy with my service.”
You will end up getting and keeping more customers at a profit.