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Paul Collins Associates
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...Profit from the Experience |
Your Best Salespeople are Your Clients
All they require is some care and feeding (think small dog or cat)
If you have read our archived newsletters the consistent message is, "it's all about keeping your customer, Your Customer". Here is one reason why:
Statistically our memory of
a product or service fades at the average rate of 10% per month.
If you do not maintain
"client mind share", they will forget about you in less than a year. (no referrals)
Too often we treat completed jobs as closed jobs and any referrals as a gift. Heck no, you earned it! Referrals are way too valuable to lose.
Do some simple math with me. How many jobs did you complete last year? Add up the combined income from those jobs, Now what if each of your customers brought you just one more customer just like them?
Likely your biggest challenge this year would be scaling your business up.
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If You treat These Referral Customers Like the Enthusiastic Salespeople that They Are, it's that Easy
Help Them Help You
 First create a referral guideline that includes;- what sets your company apart
- what description matches your ideal customer
- making it easy for them to refer you
Introduce your company's referral guideline and read it to them. Ask, "who can you think of right now who fits this description?" Show them the "messaging" to make it easy and comfortable to help them help You. You can email me to request more detail.
Ask if they wouldn't mind making an introduction this week. Perhaps host the intro? In any event, follow up within a week to verify customer satisfaction level and when appropriate ask them to tell you what they love most about their project.
Write it down and ask them if you could use it for a testimonial. Then use it, send them a letter [hand addressed and stamped] include a link or reproduction of the document containing their words and a small gift of appreciation.
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Next Article
Referrals Part II
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"some people design clothes, I design life"
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