“If you truly believe that your products and services are superior, then you are doing your customers a disservice by not making it easy for them to introduce these benefits to their friends.” ~ John Jantsch ~ author ~ The Referral Engine
An area of weakness most businesses have is obtaining referrals. Most companies just aren’t very good at it and even the few companies that do quite well at gaining referrals can always improve. I think the first step to take is changing the mindset. We need to lose the WIIFM (what’s in it for me) mindset and replace it with “How can I serve more people?”
As Jantsch suggests in his book, THE REFERRAL ENGINE, if you truly believe you are superior to the competition (if you don’t then you must find out why and resolve that), then we are doing our customers a disservice by not making ourselves more available to their friends. We need to develop relationships with a view toward adding value to our existing customer relationships instead of as a means of getting in front of new prospects.
If we change our focus from getting to giving – putting others’ interest first and continually adding value to them – this will ultimately lead to unexpected results. Brian Tracy’s “Law of Value” states: “Your true worth is determined by how much more you give in value than you take in payment.” His Law of Compensation states: “Your income is determined by how many people you serve and how well you serve them”.
If you think you should get referrals only by doing good work and not by asking for them, then I suggest you’re not certain of the value you and your company provide. Great companies always ask for referrals, not just to acquire new business, but also as a way to help the most people benefit from dealing only with the best in the business. This is not an arrogant point of view when you believe, without question, in the value you can deliver.
Ultimately, we’re not selling – we’re solving problems. And the better we are at solving problems for our customers, the more inclined they become to spread the word about their experience with your company. It creates a win-win synergy for everyone involved.
Monty Rainey is a District Manager working in the self storage industry since 1996 and currently overseeing 21 stores in the Austin & San Antonio, TX area. He is also a leadership coach and public speaker. For a free consultation, please contact Monty at 830-743-2139 or visit his website at http://www.montyrainey.com .
- Making Referrals as a Small Business Job Creation Engine (prweb.com)
- Ask For Referrals (socialmediaexplorer.com)
- Effective Referral Generation Is No Accident (John Jantsch) (businessforums.verizon.net)
- How to Lay the Groundwork for a Referral Based Business (smartsimplemarketing.com)
- How to Ask For (and Get) the Right Referrals (smartsimplemarketing.com)