Building a Referral Business - Step 3

How do you build a referral business? 

(1) You start with knowing your product at a very high level. 

(2) You must understand exactly how, with specificity, it benefits a customer. 

(3) Then you must provide a tremendously high level of customer service.  

If you have ever known or worked with a salesperson who earns the majority of his income from referrals then you know what kind of business and life a referral business affords.  If you have been a witness to this type of business then I am sure that your goal has been to achieve it as well.  As I have posted about in the last week, a referral business is attainable but only with planning and work.  

This post will deal with step 3 of the 3 steps to Building a Referral Business.

When you earn a customer you make many promises and assurances, both implied and stated.  You must know all of those promises and assurances.  You must know them so that you can follow through on each and every one.  

You shouldn't EVER over promise and then under deliver.   

When we talk about customer service, we normally discuss how someone is greeted and then how they are assisted with what they need.  Customer service is that and much much more.

  If you want to build a referral business you must strive to provide Platinum Certified - Gold Plated Customer Service. 

You have to be there for your customer both for what you have promised and also for whatever they need.  You need to become their "Go To Guy/Gal" in your business and for any and all other needs they have.  You do that by earning their confidence in Steps 1 and 2, but you continue to build on it as you prove over and over again that you can be counted on.  This leads them to telling 2 or 3 people and then 2 or 3 more and then they tell 2 or 3 people and you can see how your hard work and dedication to customer service will payoff in multitudes.  

I believe that you can and will improve your income immediately if you adapt the commitment to provide the very best service that you can.

Saying that you will do something the "very best you can" is a mouthful and quite an undertaking.  Most people don't know what the best they can is.  It takes a lot of effort and a very positive attitude.  It takes a caring for your customer beyond your paycheck.  It takes pride in what you do and you must be serious about honoring your commitments to others.  

Do you want to become more efficient with your prospecting?  Do you want your business to start working for you?  Become a true professional in every sense of the word and embrace these 3 steps and you will see your business go absolutely crazy!

Expect to Win!

--Jim