Referral acquisition is no longer reliant on word of mouth. Just a handful of years ago, in order to cultivate referrals, you just needed to deliver good products and service, communicate consistently, and give clients an experience to talk with others about. Today, all of that is still true but becomes meaningless if what they say about you does not match what is found online.
If someone verbally says something like, “You have to go see my financial advisor!
Are you doing what you told your clients and prospective clients you would do? If you are, this may be the reason clients don’t refer you as much as they should. To put it simply, you’re not getting the referrals you deserve because you are doing exactly what you promised you would do. And although there is nothing wrong with that, it is not unique or exciting, and it may not cause people to talk about you or your company.
Good businesspeople are referable, for the most part. If you were to ask all of your current clients if they would ever refer business to you, most would say that they would. In fact, for healthy businesses, 80% of the clients on average would say that they would give a referral. So if they say they WOULD give a referral, why don’t they?
Sometimes, if you believe you are delighting your clients and still not receiving regular referrals from them,
In hockey, the hat-trick is when a single player scores three times in one game. It is celebrated by fans who throw their hats out onto the rink to say, “Job exceptionally well-done. Hats off!” What about in your business? What are the three things, that if done exceptionally, would constitute a result worth taking off and throwing a hat?
There are certain key numbers, that when measured regularly, will indicate if it is time to take a moment to step back and celebrate an extraordinary feat.
It has been proven that one of the best ways to build your client base is through referrals. But is this really a sustainable strategy? If you’re like many agents and advisors, you’re not quite sure how to persuade current clients to regularly offer them up amidst the turmoil. Do you know what may be stopping you from getting the referrals you deserve? Following are a few myths that have spread in the financial industry.
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