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How Can We Maximize Business Referrals?

Friday, November 1, 2013

The Society for the Advancement of Consulting® has asked its global members to comment on how to maximize business referrals. "We are a global association of top consultants," notes SAC CEO Alan Weiss, PhD., "and we regularly ask our clients and our members what they are seeing. Here's a representative sample."

Dr. Maynard Brusman notes: “Maximizing business referrals makes sense for most companies. Create a positive referral growth mindset. Conscious referral marketing reduces your sales expenses and sales cycle. Referrals can build your level of happy customers who refer others to your company. Referrals allow you to serve others providing value resulting in increased business revenue."

According to Dr. Brusman, “Give your clients time to develop a trusting relationship with you, and experience your service or product before asking for a referral. Identify the top 20% of your clients that are ecstatic about your business, and with confidence ask them for referrals. Make sure their network is the type of client you want. Give referring clients a clear picture of ideal clients you can help achieve sustainable results. After you receive a referral, send a thank you letter expressing gratitude to your referral source. Treat your referral sources with authentic care. You will not only build a foundation of trust, but keep ideal customers or clients flowing to your business." Dr. Brusman is a consulting psychologist, executive coach and workplace expert specializing in emotional intelligence and mindfulness-based leadership development.
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