As a regular reader of "Peak Your Profits," you know I often wax rhapsodic about the value of questions and the significance of language.
Well, here's an example of the right words in two age-old questions.
I recently overheard a nurse ask these two gems to a patient:
- How young are you?
- How little do you weigh?
Hmmm. Interesting how profound the impact of "young" vs. "old" and "little" vs. "much" has upon your perception, attitude and reaction.
So here's my challenge to you:
Take a peek at the questions you regularly ask prospects, clients and employees to discover how they can be improved with perhaps the simple, yet powerful, upgrade of changing one word.
Here are three simple and potential ways to reinforce your ongoing requests for referrals. While I realize they following may require adaptations for your style, company or industry regs, don't quickly dismiss any of them with, "Oh, that'll never work for me!"
Instead, consider the creative possibilities.
1. Scott Hoffman, (who sold us a car) has the following on the back of his card:
Our customers are the lifeline of our success and customer referrals is how we grow our business. Should you refer a customer that buys a vehicle and your name is mentioned, we'll send you $50.
2. When Steve O'Sullivan, a mortgage specialist, sent me a thank you note, on the back of the envelope was a seal or sticker stating:
"Oh, by the way...If you know of someone who would appreciate my services, please call me with their name and number and I'll be happy to help them."
3. Michael Cell is a successful realtor and friend. In his communications (i.e. notes, letters, e-mails and voice-mail message) I know I'll always see or hear from Michael:
"I'm never too busy to take care of YOUR referrals!"
Where else, can you plant referral seeds? How 'bout:
- a P.S. in your letters
- your e-mail signature block
- billing statements or invoices
- imprints on mailers or envelopes
We've helped clients generate, literally, hundreds of millions of dollars in referral business. If you'd like to learn more about how to drive sales volume and customer loyalty with a referrals system, please let me know and we can yak about the possibilities.
Here's to your success!
Jeff Blackman is a Hall of Fame speaker, author, success coach, broadcaster and lawyer. His clients call him a “business-growth specialist.” If you hire speakers, please contact Jeff at: 847.998.0688 or firstname.lastname@example.org. And visit jeffblackman.com to learn more about his other business-growth tools and to subscribe to Jeff’s FREE e-letter, The Results Report. Jeff’s books include; Stop Whining! Start Selling!, (an Amazon Bestseller) and the bestselling Peak Your Profits. You can also stay connected with Jeff via Facebook, LinkedIn and Twitter: @BlackmanResults