When it comes to creating a successful business, having a steady stream of clients is one of the essentials.
While getting the word out and marketing are mandatory, they are only part of the equation. The most valuable means of attracting clients is when people personally refer you to others.
So how do you get word of mouth? It’s not through publicity, promotions, launching a program, or Facebook ads.
The obvious answer is “satisfied customers.” But that can be a catch 22 when you’re just starting out. That means that you need to build relationships within your audience before they actually become buyers.
Motivational speaker Joe Batten says: "Before you tell, ask; before you talk, listen; after you listen, relate; and always show that you care. When you can translate care, people will want to do business with you and details will not get in the way."
Potential clients need to “warm up to you.” They need to begin to know, like, and trust you.
Here are some areas where you can excel, whether you are offering a free gift, a paid service, or just delivering your ezine:
Do what you say you're going to do and when you say you’re going to do it. That’s pretty straightforward but it’s amazing how many businesses don’t do this regularly. Go the extra mile and over deliver on your promise, this will delight them every time.
They say that more sales fail during follow up and follow through than at any other time. Make your response time short and consistent. Set a goal to answer any and all inquiries and problems within 24 to 48 hours maximum. Be as helpful and informative as you can be, whether they are a client or not.
Be the Customer
What I mean by that is, put yourself in your potential or actual client’s shoes and imagine the kind of experience they have at every touch point in your business. Is it the way you would want to be treated? Does it promote good will, trust, and satisfaction? People have so many more choices today that the difference can be as simple as which business makes them feel good.
Remember, business today is built upon relationships. Go out and be of service. Send valuable articles. Do complimentary teleclasses or webinars. Have helpful conversations with people. Offer free reports, audios, and other gifts.
When people become a “fan first,” the next logical step is to reach out and hire you for more. And when you continue to over-deliver, they’ll continue to refer you to others. Guaranteed.
Submitted by: Barb Wade, Business Coach & Mentor. She specializes in teaching entrepreneurs how to make more money more easily while enjoying a business and lifestyle that reflects their priorities. Download Barb's "Word-for-Word Scripts to Overcome Objections" and book more high-paying clients now at www.BarbWadecom.
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