“Action is the foundational key to all success.”
— Pablo Picasso
Take action! Once you have determined who you want to do business with, you must have methods of delivering your message. One of the best marketing tools is the good old referral system. It still works as long as you incorporate it. Don’t assume that, the people you do business with will simply send business your way. That does happen but a more proactive approach will always be more effective. Just the fact that, you’re reading this puts you miles ahead of the competition. Now, the way to effectively get new clients through your referral base you have to do something, you may not be comfortable doing – ASK FOR IT. Believe it or not, if you’re good and you’re busy, many people actually think you’re too busy to take on new clients. You have to let them know that, you are looking to expand your business and that you appreciate new clients. Do not offer to pay them a referral fee. That’s probably the worst thing you can do. People will refer clients because they know, like and trust you and because they know someone in need. The people that are simply after money do it because they can make a few bucks. That’s not a solid business plan and the people they send to you may be weary of you. Because they will know, it’s being done for the commission. They don’t have to be told, it will simply be felt. If you do take on a client that comes via that route, I guarantee you, it will always be about the money and how much are you charging them. They will be bolt as soon as someone less expensive shows up. That’s how the universe works and that’s my firm belief and experience.
So, Instead of going out there and trying to get people to know, like and trust you, which takes time and effort why not start with the people that already know, like and trust you. We start with the people right in front of you, your clients, your friends and your family.
“The future depends on what you do today.”
― Mahatma Gandhi
Now the best thing you can do when you do get a referral, is send the referer a hand written thank you note and a small gift. That simple investment of time and small expense will reinforce the strong relationship you already have. Marketing today is not about information, it’s about relationships.