Give Them a Reason
to Rave About You
by Maria Gracia
Referrals are one of the most cost-effective ways to
market your business. But they don't come without
effort, and they won't come if your services or
products are just 'average.'
It's the exceptional services and products that people
rave about to their friends, relatives and associates.
Here are a few simple ways to get people to rave about
you:
1) MAKE THEM FEEL IMPORTANT
Treat the people who have the ability to refer you--
your customers, friends, associates, family members,
church members, etc.--like the gold they represent.
Be interested in what they have to say. Compliment them
whenever the opportunity arises. Talk to them with
respect. Congratulate them on their successes.
2) GIVE THEM VALUE-ADDED SERVICES AND PRODUCTS
It's not enough to only give what you say you will.
Give 'more' than you say you will. If you promise 5-day
delivery, deliver in 3 days.
If you promise to complete a job in 7 days, finish it
ahead of time. Give them an hour's worth of
complementary coaching, for allowing you the
opportunity of helping them. You get the picture. Add
value, and you'll get them talking.
3) RESPOND PROMPTLY
Get back to people within 24 hours, or sooner! The
quicker you get back to them, the better they'll
perceive your customer service to be.
4) REALLY LISTEN WHEN YOU TALK WITH THEM
When people talk to you, listen closely to what they're
saying. If Jim mentions he enjoys golf, the next time
you see him you'll be able to ask him how he's coming
along with his swing.
If Jean tells you her birthday is coming up in a week,
you'll have the opportunity to put a birthday card in
the mail.
5) SEND THINGS THAT WILL INTEREST THEM
Whenever you see or think of something that will
interest someone, let them know about it. If you see an
article that pertains to a particular person, send it
in the mail.
Have you read something in a book that you were just
talking to someone about? If so, write them an e- mail
and give them information about the book. Know that
your prospect is about to visit Hawaii? Send her a Web
site that may interest her.
6) BE CARING
Be genuinely caring and willing to help people. If you
are not being sincere, they'll know. Be generous in
offering assistance, giving information and making
offers.
7) GIVE THEM A 'LOT' FOR A 'LITTLE'
Perception is everything. The phrase, 'How could they
afford to give me so much, for so little!' is
definitely one that you want to strive for.
You wouldn't want to strive for the opposite of that,
'How could they give me so little, for so much.' Be
sure that your products and services are perceived as
an excellent value.
Reprinted with permission from Joe and Maria Gracia's FREE, Give to Get Marketing Newsletter.
You can subscribe to their newsletter and receive their
complimentary Marketing Idea-Kit by simply visiting their Web site:
http://www.givetogetmarketing.com
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