You got it right!

Terry Christopherson
Developing The Complete Professional
http://www.tlcseminars

I think customer referrals can be monetized with some sort of a promotional campaign. Check out http://www.referralkey.com/ to see how people are building balanced referral networks.

This topic was recently addressed in one of the publications sponsored by the Journal of Financial Planning. Here is a quote:

“The data suggests that the reason clients refer is to do their friend or colleague a favor, not to do thier advier a favor. Id that is the case, it substantially changes (or should change) our approach.”

One thing I believe – is that we need to truly understand what “referrable” means. This includes leveraging the reasons clients / customers choose to refer.

“I am big believer if you help someone with something that is important to them, the odds of you receiving a referral go way up.”

I am such a big believer as well. Case in point, just this past week, I met with another business owner in our market that targets a little different segment. Because I am passionate about marketing and what we do, I set him up with a way to better tap into a niche that was slipping from him and how to track the results. He now has a thousand referrals waiting for us which he is personally requesting they do business with us.

I believe doing something good for someone is a great motivation but I also think when it’s clear you are helping because you are so passionate about it, they feel comfortable returning the favor ten fold. They know you won’t let them or their customers down.

Why do we so often think we can so easily buy someone’s professional “plug” with mere money or stuff?!

I totally agree. Ultimately, my ability to generate a referral will depend upon the quality of my relationship with the client. However, asking for help is always a good idea.

And, “give without keeping score”, absolutely. Simply be valuable to others, and they’ll one day reciprocate.

Thanks for putting it so succinctly.

I am big believer if you help someone with something that is important to them, the odds of you receiving a referral go way up.

If there passion is golf, and you score them tickets to a tough event, that will be deposited into the relationship bank account.

If their children are trying to get into a certain private school, and you offer up to make a nice recommendation, that will be added to the relationship bank account.

If you go above and beyond the call of duty by providing incredible service or remember to call someone on their birthday or anniversary, it is these little gestures that add up over time to a great environment making it likely you will more referrals from your customers.

Larry Benet
The Connector