A formal client-referral system will bring you an immediate increase in clients and profit. And it doesn’t cost anything to implement it. A referral-generated client normally spends more money, buys more often, and is more profitable and loyal than most other categories of business you could go after. And referrals are easy to get. Referrals beget referrals. They are self-perpetuating. Every time clients deal with you in person, through your sales staff, by letter, E-mail, or on the phone, diplomatically ask them for client referrals. But you must first set the stage. Tell your clients that you enjoy doing business with them and that they probably associate with other people like themselves who mirror their values and quality. Since they obviously know the exact people you prefer working with, you’d like them to refer their valued friends and associates to you. If you acknowledge your clients’ value and importance to you, they’ll be eager to reciprocate. Then extend a totally risk-free, obligation-free offer. Willingly offer to advise, talk to, or meet with anyone important to that client. In other words, offer to consult their referral without expectation of purchase, so your clients see you as a valuable expert with whom they can put their friends or colleagues in touch. If you do this with every client you talk to, sell to, write, or visit—and you also get your key team members to do it as well—you can’t help but get dozens, even hundreds, of new clients. I have seen business literally triple in six months when people used an organized client-referral process.
Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition by Jay Abraham
“We all are learning, modifying, or destroying ideas all the time. Rapid destruction of your ideas when the time is right is one of the most valuable qualities you can acquire. You must force yourself to consider arguments on the other side.
— Charles T. Munger”
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