Not Enough New Customers – Just Make More

Referrals Should be Systemic – NOT Surprising

Referrals are the best Damned marketing strategy out there.  You know what I’m talking about.  The phone rings, you pick it up and a stranger’s voice says "Joe Schmo told me that I’m supposed to call you.  I have this problem…. or I need …. and that’s all there is to it.  You meet with Joe, you hit it off and before you know it, you’ve got yourself a new client that isn’t moaning about your price, that is happy to have found someone he can trust and is ready to get to work.  How awesome is that?

It might be awesome – but it shouldn’t be a surprise.

Look, if all your business comes from referrals, shouldn’t you be paying more attention to that little customer feeding system? 

You should, because referrals are not an accident.  They are not a gift from God.  They are a function of good conversations that you’ve had with people who know other people who might want what you have to sell. 

If you knew that every third conversation you had would lead to a $10,000 deal, how many conversations would you have?

Referrals are a system.  Look at your referral program as a controllable new customer machine.  The more quality conversations you have with more people, the clearer you are on who your ideal customer is, the more referrals you’re going to get.  That’s all there is to it.

Think about that and tomorrow, we’ll start on the steps to developing a referral system that will give you all the customers you want and then some.