Referrals - How and When to Get Them - Unique Business Articles

Referrals - How and When to Get Them

Business referrals are one of the tried and true (but sometimes frustrating) ways to grow your small business. A few years ago I learned a fact about how the brain works that when I applied it, exploded my referral business. Below, I'm going to quickly outline it for you so you can start using it today.

When and how do you bring up the whole conversation of referrals?

The first meeting is the best time in the relationship to let people know how you work. To build your business with referrals, you advise people right away that referrals are how you do business. Here's why:

This results in examples like waitresses, who while serving you can remember lots of detail about who was sitting where and everything you just ordered. Studies have shown that the moment she delivers the check, she struggles to remember anything about serving you. She's on to the next table.

The part of your brain responsible for this is the reticular activated system (RAS). Researchers call it the attention center of the brain. It has many tasks but one of them is choosing what to pay conscious awareness to.

You can fall asleep watching TV and not pay attention to those sounds but immediately snap awake when your dog starts barking or someone opens the door. Or if you want to find someone in a crowd and they call your cell phone to let you know they have a red hat on, suddenly all the red hats appear. The RAS developed to instinctively choose what you notice.

Some people advocate that the time to bring up referrals is after a product or service has been delivered and the customer is happy with the outcome. However, if you do it this way, your customers RAS will not automatically work with you. Your customer has gotten their result and their mind is on to the next thing - you are automatically forgotten.

Referral System Example

Here's how to do it:

The first meeting is the prime time to let customers that referrals are how you do business. Here's a way to ask for a referral on the first meeting.

Our business grows by word of mouth. So, we don't stop until we achieve success together.

If I make absolutely sure that I do a great job, you will be more likely to refer your friends to my services.

Of course, if you refer me that's a positive thing and it will only happen if you are thrilled with my services.

A couple of things about that. First of all, if you refer someone to us, we won't give you a free toaster or a trip to Mexico. We provide our clients with the best pricing possible, so we haven't built in awards, prizes or cash back if someone refers us.

Part of the value that I provide is that I offer very good pricing on my services. So I don't offer cash or prizes in return for referrals, just a firm commtment that I'll provide you with the best service at a great price.

I make sure that you get a ton of value so that you want to send friends and associates to get the same results.

I will ask to see how I am doing along the way, to make sure that you are more than happy. Any people you refer will also get the same level of service. OK?

So if this makes sense, I'll be checking to make sure that you are happy with my service."

If you ask in this way, you will notice your referrals increasing. Without their having to work at it, your customer's RAS will be compelled to find friends that will benefit from working with you.

About the Author

If you are interested to grow your small business, make sure you check out Michael Walsh's proven effective free report on business growth secrets and for more proven information go to small business management. You are welcome to reprint this article - but get your own unique content version here.

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