Develop Your Referral Mindset By Bill Cates, Csp, Cpae

Develop Your Referral Mindset By Bill Cates, Csp, Cpae

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Your foundation to building your business with referrals is the set of
attitudes and assumptions you bring to your prospecting efforts. This is your
referral mindset. As I share this referral mindset with you now, give
yourself a rating of 1-10 on each with regard to how well you've adopted each
one:

#1 - Your prospects prefer to meet you through referrals. How does your
next great client want to meet you? Preferably through an introduction or
referral from a friend, family member, colleague, or other trusted advisors.
Cold calling is purely a numbers game that aggravates most prospects. Once
you realize that a client’s preferred way to meet you is through a
referral, it MUST become your primary method of meeting them.

#2 - You understand that building your business from referrals is the most
cost effective method. What does it cost to do a direct mail campaign? Host a
seminar? Lots! What does it cost to build your practice from referrals?
Virtually nothing. Referrals is clearly the most profitable way to go.

#3 - Rather than transactions, you look to the lifetime value of the client.
The longer the relationship lasts, the more trust you can build (if you
provide quality on-going service), the more high-quality referrals you will
receive. The life-time value is not just what they can buy from you over
their lifetime, it’s who they can introduce you to as well. Quite often,
the best referrals come later on in the relationship – as long as it’s
not merely a transactional relationship. Handling transactions does not make
you referable. Putting people through a process and following that with
ongoing great service does!

#4 - You look for ways to leverage your client relationships. Virtually every
business relationship you enter into has the potential to be leveraged into
something more than what it was when your first began. Have an attitude of
leverage with all your relationships. For instance, have your clients share
their goals and dreams with you. Then you share your goals and dreams with
them. Then help each other get there.

#5 - Have a system for bringing in referrals. If you don’t have a system
for generating referrals, you’ll either burn out from too many cold calls,
or your business may resemble a roller coaster ride. With a system in place,
you can begin each week knowing you’ll have a steady supply of quality
prospects. Over the coming months, I’ll be bringing you the strategies and
techniques that we teach in The Unlimited Referrals® System.

#6 - Give referrals whenever you can. There is no better way to start the
flow of referrals to you than by giving referrals as often as you can. If
you don’t like to give referrals, you can never expect to set up a dynamic
of clients giving you lots of referrals. Remember, “As you give, you
receive.” True for all aspects of our life – including referrals!

#7 - Make it a habit to ask for referrals. Are you constantly looking for
opportunities to ask for referrals? When a client expresses extreme
satisfaction with your service, your brain must remind you, "Ask for a
referral now!"

#8 - Expect to get referrals. Have an attitude of expectation. Enter every
relationship expecting to get referrals. You’ll be amazed at what a
difference it makes. Your awareness changes, so your opportunities for
action expand. Of course, not everyone will play the referral game with you.
But having an attitude of expectation will really make a difference for you.
Warning! Don’t tell your prospects or clients you “expect” them to give
you referrals. This may hurt the chances of referrals.

So, how did you score? All 10's? If you're like most of us mortals, this
list has pointed to a few areas in which you can strengthen your referral
mindset. A strong referral mindset is necessary to creating your
referral-based business. Nurture these attitudes and turn them into powerful
action.

About the Author:
Bill Cates is the author of Get More Referrals Now! and the creator of The
Unlimited Referrals® System. Bill works with small business owners and
salespeople – giving them the tools and confidence to attract more
high-quality clients through a steady and predictable flow of referrals. To
learn more about how you can acquire more and better clients or customers
through referrals, go to http://www.getmorereferralsnow.com or call
800-488-5464 or 301-497-2200.



Article Originally Published On: http://www.articlesnatch.com


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