What present do we really want from every client, customer or patient?
What must you strive to get from them to be a leader in your field with more business than you can handle.
It’s a warm referral
Paul J. Meyer talks about “The Endless Chain of Referrals.” Paul is a famously successful insurance company developer, who went on to create the Success Motivation Institute (SMI) who for decades have been a leading force in sales and success training and publishing.
Paul’s premise is that you never need to be without a good prospect as long as you have just one client who trusts you. Every client should beget another.
85% of our business are existing customers and 85% of our new clients omar from referrals
And there is one word that enables you to build an endless chain of referrals:-
When someone refers you business and that referral cluent has an unsatisfactory experience, the referrer who brought him will hear about it. Endlessly.
There is risk in referring. Even a greater risk than there is in doing business with you.
It’s easier for a client to trust you enough to make a purchase from you, but it takes a higher level of trust in you for a client to refer someone to you through word of mouth.
And yet an even higher level of trust for them to actually bring clients to you.
How many “endless chains” of referrals do you have?
How can you build trust with your clients and alliance partners ?
Seeking new clients?
“Where can I find clients?” is the wrong question to ask.
The right question is
“How can I construct a business persona and life so that clients seek me out, with trust in place in advance?”
Building chains of endless referrals brings you more and better clients to your door and helps you attract only those people who are interested in what you are selling requires trust .
If you do not have clients bringing you good clients, customers, or patients, a number of which repeatedly bring you new ones, and endless chains of referrals emanating from clients, you won’t like this, but you do not have their trust!
There’s something wrong. You are creating only enough trust to get customers, but you are NOT creating enough trust to multiply those customers.
What do you think you need to do to build trust with your customers and alliance partners?