The most reliable revenue growth comes in two forms:
repeat sales and referral business. The better your skills
for generating referral business, the faster your customer
base will grow. The best strategy for building referrals
is simply to get your customers talking about you. As your
clients talk to potential new customers, more and more
business will come right back to you.
The following three skills will get your customers talking
about you-and building your business for you. Turn your
client base into a network of enthusiastic sales
representatives (who work for free!) eager to pass along
your message and reputation.
Here are the three "B's" that will get your customers
talking about you and your business:
1. Be Memorable
No matter your business type, competition for consumer
dollars has never been tougher. Don't make the mistake of
looking, acting or sounding exactly like the crowd. Think
of a forest of evergreen trees. The bright red fruit of an
apple tree stands out in that forest, saying, "Pick me!"
There are many ways to be memorable. For example:
* Incorporate marketing strategies that are different from
your competition
* Dress to be remembered-wear an interesting tie or unique
accessories
* Ask thought-provoking, insightful questions
2. Be Personable
In today's ever more impersonal world, people crave being
heard and understood. Differentiate yourself from the
crowd by making an effort to know your customers and to let
them know you. Take time to find out what is important to
them in their buying decision. Cultivate a genuine care
for the satisfaction level of those you serve. Always
remember that friends recommend friends to their friends-so
be friendly!
Taking a personable approach is easy when you:
* Work at remembering names
* Let them hear you smile by your positive attitude
* Ask open-ended questions that get your clients talking
about themselves
3. Be Excellent
Bottom line, your clients need expert information, advice
and guidance in their buying decisions. To earn the
reputation as the "go-to guy" in your field, learn more
about your product or service than anyone else in your
market. Stay ahead of the curve for your industry's
trends. Add credibility to your expertise by obtaining the
appropriate credentials and certifications. If you take
the time to build your reputation as an expert in your
field, new clients won't need to be convinced; they'll
already be sold.
Being excellent is also about delivery of promises and
quality of performance. Your customers will recommend you
to others with confidence when they know you will live up
to their praise. The reputation for excellence is hard to
earn, but easy to lose. Let one referred client down, and
your original client will never refer new business to you
again.
You'll earn "excellent" customer ratings when you:
* Continue to improve your product or service
* Consistently provide on-time deliverables
* Never make promises you can't keep
Once you have put into practice these strategies for being
memorable, personable and excellent in all you do, your
clients will begin talking about you and your business.
With time and consistent effort, your referred business
will outgrow new sales from any other marketing source.
The added bonus is that referred clients will also refer
other new clients-and all of them will remain your loyal
customers.
----------------------------------------------------
Deborah Walker is a Small Business Coach specializing in
revenue growth strategies. Her career-long experience as
small business owner provides insight to the do's and don't
of starting and building a sustainable business and revenue
stream. To learn more, click to:
http://www.RevenueQueen.com
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