Stop Begging for Referrals
Stop Begging for Referrals
Yes, they'll teach you how you have to give good service and then they give you a formula for asking for referrals and that's all well and good....BUT...
...there's a HUGE problem with this approach. People HATE to ask for referrals. You hate it, I hate it, and the people that get asked hate it.
And the bottom line is...people won't do what they hate to do. That's just simple human nature.
Asking people for referrals is right up there with asking your friend to come to church with you on Sunday. It's downright uncomfortable.
The sad result is that people don't get even a tiny amount of the referrals they could be getting simply because the whole "asking" process is flawed.
Here's the Other Problem with Asking for Referrals...
Let's just suppose for a moment that you do ask for referrals. Do you ask all your clients and customers? Do you ask them every time you see them?
Probably not.
Why?
Because it's not a systematic process for you. There's not a bell that goes "ding!" to remind you to ask for a referral every time you're with a customer.
But if you REALLY want a LOT of referrals. I mean an avalanche of referrals, you need to have a systematic process for getting them.
Referral S - Y - S - T - E - M - S
Systems are business processes that have predictable results and outcomes because they happen the same way ever time, day in and day out.
I like to think of systems using this acronym:
S-ystems save
Y-ou
S-tress
T-ime
E-nergy and
M-oney
If you want to get more referrals you need to implement referral
s-y-s-t-e-m-s.
And the referral system needs to be "transactional" and NOT "relationship-based."
NOTE: I'm about to ruffle a LOT of feathers with this one. It goes against everything you've been taught about getting referrals.
"Transaction-Based" Referrals - The Key to Getting a Consistent, Predictable Flow of Fresh Referrals
A lot of people who teach you about getting referrals will tell you that if you nourish your relationship with your customer or client they'll give you referrals.
That's not necessarily true.
I'll bet some of your very best customers haven't given you one referral.
Why?
Because they're busy and have a thousand other things on their mind...just like you.
If you rely on just your relationships to get you referrals you'll be disappointed.
The key to getting a consistent stream of referrals is to build the referral process into the transaction!
That's right, you need to build your referral system INTO the TRANSACTION.
Here's a Great Example of "Transaction-Based" Referral Systems
The other day I received a promotional letter from TXU Energy (a Texas Energy Company).
In the promotional letter they included a leaflet that offered $40 to anyone who referred a friend and became a customer.
Would you like to see it?
Here's the front side:
http://tinyurl.com/3wwq7
And here's the back side:
http://tinyurl.com/3mynj
They also send this leaflet along with their billing statements. When someone comes out to your house to do maintenance work or respond to a call they leave behind this leaflet.
You see, when a "transaction" happens, they ask for a referral.
There's no face-to-face asking.
They don't wait until it's the "right time."
It happens every time there's a transaction.
Because of this, TXU gets a steady stream of referrals. In fact, they can predict with some accuracy that if they give out X amount of leaflets, they'll get back in X amount of referrals.
The results are...
(1) predictable
(2) consistent
(3) repeatable
Applying this Referral Strategy to Your Business
Ask yourself how you can apply this referral strategy to your business.
It doesn't matter if you're a consultant, dry cleaner, auto dealership, or even a large energy company...you can use this referral strategy.
And there's so many variations and applications of this simple referral technique that ANY business can do it.
How Would You Like to See 105 More Referral Strategies?
This is just one of more than 105 referral strategies that you'll find in the Instant Referral Systems program.
You'll be amazed at the different and unique referral systems that you'll learn from this program.
Many of the referral systems in the Instant Referral Systems Program are much more powerful than the one I've explained to you in this newsletter.
If you're a retailer, independent professional, or small business owner and you haven't invested in the Instant Referral Systems program, you're losing out on a LOT of referrals, even as you're reading right now.
So what are you waiting for? Visit the link below and learn more about the Instant Referral Systems program right now...
http://www.InstantReferralSystems.com
To your success.
Stop Begging for Referrals - To learn more about this author, visit David Frey's Website.
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Just about every course or book that deals with getting referrals teaches you one single referral method - - "asking" for referrals.
Yes, they'll teach you how you have to give good service and then they give you a formula for asking for referrals and that's all well and good....BUT...
...there's a HUGE problem with this approach. People HATE to ask for referrals. You hate it, I hate it, and the people that get asked hate it.
And the bottom line is...people won't do what they hate to do. That's just simple human nature.
Asking people for referrals is right up there with asking your friend to come to church with you on Sunday. It's downright uncomfortable.
The sad result is that people don't get even a tiny amount of the referrals they could be getting simply because the whole "asking" process is flawed.
Here's the Other Problem with Asking for Referrals...
Let's just suppose for a moment that you do ask for referrals. Do you ask all your clients and customers? Do you ask them every time you see them?
Probably not.
Why?
Because it's not a systematic process for you. There's not a bell that goes "ding!" to remind you to ask for a referral every time you're with a customer.
But if you REALLY want a LOT of referrals. I mean an avalanche of referrals, you need to have a systematic process for getting them.
Referral S - Y - S - T - E - M - S
Systems are business processes that have predictable results and outcomes because they happen the same way ever time, day in and day out.
I like to think of systems using this acronym:
S-ystems save
Y-ou
S-tress
T-ime
E-nergy and
M-oney
If you want to get more referrals you need to implement referral
s-y-s-t-e-m-s.
And the referral system needs to be "transactional" and NOT "relationship-based."
NOTE: I'm about to ruffle a LOT of feathers with this one. It goes against everything you've been taught about getting referrals.
"Transaction-Based" Referrals - The Key to Getting a Consistent, Predictable Flow of Fresh Referrals
A lot of people who teach you about getting referrals will tell you that if you nourish your relationship with your customer or client they'll give you referrals.
That's not necessarily true.
I'll bet some of your very best customers haven't given you one referral.
Why?
Because they're busy and have a thousand other things on their mind...just like you.
If you rely on just your relationships to get you referrals you'll be disappointed.
The key to getting a consistent stream of referrals is to build the referral process into the transaction!
That's right, you need to build your referral system INTO the TRANSACTION.
Here's a Great Example of "Transaction-Based" Referral Systems
The other day I received a promotional letter from TXU Energy (a Texas Energy Company).
In the promotional letter they included a leaflet that offered $40 to anyone who referred a friend and became a customer.
Would you like to see it?
Here's the front side:
http://tinyurl.com/3wwq7
And here's the back side:
http://tinyurl.com/3mynj
They also send this leaflet along with their billing statements. When someone comes out to your house to do maintenance work or respond to a call they leave behind this leaflet.
You see, when a "transaction" happens, they ask for a referral.
There's no face-to-face asking.
They don't wait until it's the "right time."
It happens every time there's a transaction.
Because of this, TXU gets a steady stream of referrals. In fact, they can predict with some accuracy that if they give out X amount of leaflets, they'll get back in X amount of referrals.
The results are...
(1) predictable
(2) consistent
(3) repeatable
Applying this Referral Strategy to Your Business
Ask yourself how you can apply this referral strategy to your business.
It doesn't matter if you're a consultant, dry cleaner, auto dealership, or even a large energy company...you can use this referral strategy.
And there's so many variations and applications of this simple referral technique that ANY business can do it.
How Would You Like to See 105 More Referral Strategies?
This is just one of more than 105 referral strategies that you'll find in the Instant Referral Systems program.
You'll be amazed at the different and unique referral systems that you'll learn from this program.
Many of the referral systems in the Instant Referral Systems Program are much more powerful than the one I've explained to you in this newsletter.
If you're a retailer, independent professional, or small business owner and you haven't invested in the Instant Referral Systems program, you're losing out on a LOT of referrals, even as you're reading right now.
So what are you waiting for? Visit the link below and learn more about the Instant Referral Systems program right now...
http://www.InstantReferralSystems.com
To your success.
Stop Begging for Referrals - To learn more about this author, visit David Frey's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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