Tuesday, April 2, 2013

The Best way to Get Referrals, Part 2

This is the second installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients.

To summarize, the best way to get referrals is to give referrals first. Secondly, you must earn a referral. Lastly, you should plant the seed of referrals early on in the relationship.

No one offers a referral unless they have a high degree of confidence that you will exceed the prospective client's expectations. To generate that level of trust, you must exceed your client's expectations.

Easier said than done, right?

A simple way to insure you always do this is to under promise and over deliver on every assignment. Give yourself more time than you need to complete assignments so you deliver faster than expected. Set budgets higher than you estimate so you come under expectations. And return calls promptly, and even at night, so you respond quicker than others. Get in this habit and you can be confident that you are exceeding your client's expectations consistently, thereby earning the right to be referred.

It goes without saying, if you would like some help exceeding your clients' expectations, give me a call at 502-693-4731. You'll find I am an eager resource and that it costs nothing to talk.

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