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by Deborah Walker
The most reliable revenue growth comes in two forms: repeat sales and referral business. The better your skills for generating referral business, the faster your customer base will grow. The best strategy for building referrals is simply to get your customers talking about you. As your clients talk to potential new customers, more and more business will come right back to you.
The following three skills will get your customers talking about you-and building your business for you. Turn your client base into a network of enthusiastic sales representatives (who work for free!) eager to pass along your message and reputation.
There are many ways to be memorable. For example:
Taking a personable approach is easy when you:
Being excellent is also about delivery of promises and quality of performance. Your customers will recommend you to others with confidence when they know you will live up to their praise. The reputation for excellence is hard to earn, but easy to lose. Let one referred client down, and your original client will never refer new business to you again.
You’ll earn “excellent” customer ratings when you:
Once you have put into practice these strategies for being memorable, personable and excellent in all you do, your clients will begin talking about you and your business. With time and consistent effort, your referred business will outgrow new sales from any other marketing source. The added bonus is that referred clients will also refer other new clients-and all of them will remain your loyal customers.
About the author