The Home Business Times

You want to be successful in your business?  Then you need get  referrals to help grow your business… You see there is tremendous value in  turning your customers into your biggest fans and strongest salespeople.  I know that sounds good on paper, but how do you really  do it in real life?  I’m going to quickly show you the best time to bring up referrals and a proven system to use. Sounds good?  Lets get started!

Most “so-called” experts state that the best time for you to get referrals is after you have sold the customer on your product or service. While this sort of works, it doesn’t even come close to being an effective way. If you’ve tried it, you know what I’m saying.

The problem with waiting until you sold the product or service to you  customer lies in your brain. Through evolution, the brain adapted to pay attention to what’s immediate, and to ignore things that are finished.

Your see…. your  brain is programmed to pay attention to what’s immediately of consequence. Now what just happened is already starting to fade away. When you are in the middle of doing a task you can hold all the details in mind to a very exacting degree. A couple days after you have finished, many of those details have faded, because you are on to the next important things.

Now there is an area in your brain labeled the “reticular activated system” (RAS). It’s been called the attention center of the brain. One of it’s numerous jobs is to selectively direct attention to things that are significant to you right now.

Now let me ask you, have you ever noticed how, once you like a certain car, you start to see that car  everywhere? Did that car  just suddenly appear or was it there all along?  Your RAS responds to your interest by making the cars noticeable. They were there all along, before you liked them but they were not important so the RAS ignored them.

Now the RAS is a survival tool. Our  ancestors had to notice the sabre tooth tigers hiding in the forest, so the RAS evolved to pay attention to the important and ignore what isn’t.  Now your probably asking yourself, How do you use that to your advantage with customers?

You simply talk about getting referrals right away!

For example, lets say you’re talking to your customer for the first time… you can say something like, “Mrs. Jones, I only will take you on as a client if I am absolutely convinced that I can over-deliver exactly what you need.

Now,one of the big reasons I do that is because I get more of my business by referral.

My business uses referrals to spread the word. And to make sure that happens I will keep working until you are happy.

A couple of things about that. First of all, Mrs. Jones if you refer someone to me, I won’t give you a free toaster or a trip to Mexico.  I provide my clients with the best pricing possible, so I  haven’t built in awards, prizes or cash back if someone refers me.

I just make a firm commitment  that I’ll provide you with the best service at a great price.

Now I will commit to act professionally and with courtesy in all dealings with you… and I will offer that same level of service to your family and friends!

I only have one request: If we work together, may I have  your permission to  periodically check with you to see if you are totally satisfied?”

Now you don’t have to say that word for word. Use your own unique personality.  Now when you ask for the referrals  in the beginning, your customer’s RAS gets a chance to start thinking  for ideal candidates for your product or service, while you are important to your customer. Doing it this way, your referrals will be much more effective.

If you ask in this way, you will notice your referrals increasing,your business will be growing and you will be successful in what ever you do!   Without their having to work at it, your customer’s RAS will be compelled to find friends that will benefit from working with you.  So ask for the referral in beginning, make you sure you do your best to satisfy your customer and you will have the rewards that you deserve!