Popular advice says that you should create client experiences to get ahead in business. I agree with that, but I do think there is something even more important. The real differentiator comes when you give clients a memorable experience.
What kind of experience is your firm giving to your clients? If you suspect that your clients are not talking about you, it may be time to make a change. To borrow a phrase from singer and songwriter,
Has anyone ever told you, or have you thought to yourself, that maybe you are not setting your sights high enough? The problem with that is that there will always be someone who is selling more, making more, or just being more impactful. I just read the new book by Jeffrey Hayzlett called, “Think Big, Act Bigger” and I was surprisingly inspired by his take on how we can push ourselves to higher levels.
When speaking with prospective clients, explaining your differences as “better” than others seems logical. After all, isn’t that why someone would choose us and our business over someone else – because we’re the better business? However, this method is not always effective.
For instance, if someone asks why they should do business with you as opposed to the firm across the street – you begin to give them your list of “betters.” You may not say it by using the word better,
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,
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