Set up a system to make it easy for people to give you referrals.

Set up a system to make it easy
for people to give you referrals.

Would you like to have your clients, friends and family tell all of their co-workers, friends, family and everyone else they know about you?
Then let's start with some basic truths!

 The reason most agents and advisors have trouble getting referrals is that people don't generally talk about salespeople! What is there to talk about? Except maybe negatives?

However, they do talk about people who have made a real, positive difference in their lives! They tell people about the accountant who saved them thousand of dollar on income taxes! They talk about the doctor who helped them to finally quit smoking! Or, the attorney who helped them to avoid a costly lawsuit!

The talk about people who have actually helped them solve a problem(s). They talk about the people who have gone beyond what was expected. The talk about people they like, trust and respect.

So if you want people to talk about you, and tell all of their co-workers, friends, family and everyone else they know about you, then make yourself referable!

Making yourself referable means creating value from the customer's perspective. It sounds obvious, but your products and services have value directly in proportion to how well the customer perceives that your product/service solves a serious problem they have, or creates an opportunity for them. For example, does it allow them to have more income to do the things they want to do in retirement, or does it help the client enhance their eligibility for college financial aid because of some special feature.

You can't create your value proposition and sell value unless you identify critical information from the customer. The best way to create value is to help the prospect to identify a problem or opportunity for themselves. by asking Questions during a thorough fact-find!

Remember, 'Good enough' never is! Even excellent service is probably not enough to get people to talk about you, to attract the clients you really want. Only extraordinary service will draw the world to you!

Give away valuable extras: free reports, newsletters and seminars.

Teach a course and offer free educational workshops.

Help clients and prospects to identify and solve their main problems. Not just the problems that you can make money on.

Provide service before your clients ask.

Conduct regular annual reviews, client workshops, client surveys and client appreciation events. Don't wait for your clients to call you with their questions or a problem.

Learn from every mistake. Your customers, especially the unhappy ones, are your best Research & Development team! Call them, ask questions and learn from them.

This extreme service attitude will draw the world to your door!

vinay mohanty