How,generate,more,referrals,an marketing How to generate more referrals (and get more clients)

Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t

“I’ve learned that people will forget what you said, people willforget what you did, but people will never forget how you made them feel.”–Maya AngelouReferrals. Everyone wants ‘em, but few are willing to ask forthem for fear of seeming pushy, desperate or sleazy. Ifyou ask self-employed individuals how they would ideally like to build theirbusinesses, they would tell you ‘by word of mouth.’ Why? Because…-     It’s an ongoing, renewable process.-     You don’t have to spend money on advertising.-     Referrals most often end up being high quality clients.-     You don’t have to build trust from scratch; it’s built for you.-     You don’t have to sell yourself (someone already did that).-     They come to you already pre-sold and often ready to buy. Can’t beat it. But why are referrals so elusive, so hard to comeby sometimes? I think that most people just aren’t familiar with theidea that you can actually DO something to generate referrals, beyond waitingby the phone or asking your clients over and over again, sounding like a brokenrecord. Personally, that’s not my favorite thing to do, so I leave that tacticfor the sales sharks out there. That’s just not my style.The good news is, I have found some really good, authentic, andcomfortable techniques for generating referrals. Ipersonally have a handful of systems in place with every client to ensure thatthey continue to think about sending referrals and they inevitably do. I thenturn around and teach them to implement these same techniques with their ownclients, so they too have referrals coming to them effortlessly.Now, wait a minute, before you start thinking, “Does Fabiennereally have a 100% referral-only practice?” the answer is ‘No, ofcourse not.’ I still market regularly using my own marketing plan. It works forme, as opposed to me working for it. And if you’ve worked with me privately,been to my live seminars or purchased the home study manuals, you know thateach slice of the marketing pie works systematically and consistently to getyou clients.And ONE of the pieces of the marketing pie is setting up thisReferral System. There are half a dozen elements to it, but today, I wantto focus on one of the most important referral-generating techniques, so youcan get closer to the 100% referral practice too. Getting referralsfrom existing clients. It’s all about how you make your client FEEL.Now, you’d think that every client who experiences great resultsfrom working with you will automatically send you clients. Notso. For some reason, there are some who do talk about you and refer clients toyou, and some who won’t do it automatically. But I’ve found that if you treat aclient really well, and genuinely make them feel good, they just become yourambassador and start telling others about you, like crazy.But it’s got to be authentic. If you’repretending to make a client feel good and they see through that, you’ve lostthe trust you had with them. Instead, look at how you can make each point ofcontact with them something that they enjoy or remember.Obviously, you want to add Incredible Value. Whena client is getting more than they expected or are paying for, they will mostlikely refer others to you, often. My purpose in coaching is to have the clientreceive so much more value than they’re paying for that, 1) cannot afford NOTto work with me and, 2) they cannot help but tell others.When you offer Incredible Value, clients are telling othersabout you mostly because people are asking THEM whatthey’re doing to get clients so quickly, and they end up talking about you andreferring you to others.But here’s the key. If you’ve made them feel really good too,clients become really proud of your relationship, andthey’ll want to tell others about you even more. How do you make them proud ofthe relationship? My answer is with integrity, caring, and by going above andbeyond just for the sheer fun of it.Your Client Attraction Assignment:How does a client feel when they’re working with you? Likeanother notch on your belt, like your next mortgage payment, orlike a cherished member of your inner circle? -      Do youpick up the phone genuinely excited to talk to them?-      Do yougo out of your way to encourage them and make them feel good?-     Do you send them little notes or tell them you believe in them?-     Do you treat them like a friend and let them into your livesjust a little bit?-     Do you take a ruthlessly compassionate stand for their success? These may seem like little things at first, but working on thisalone will generate more referrals. And adding it toother simple referral systems in your own Client Attraction System™ will fillyour practice FAST. Trust me, setting up these referral systems is much betterthan waking up in the middle of the night, sweating and turning, thinking, ‘Howam I going to get clients?’ When you strive for a 100% referral practice, youstop waking up in the middle of the night and you start THRIVING.