Why Referrals Are So Misunderstood

I don’t mean referrals are misunderstood in terms of why we want them or understanding how powerful referrals are. Most people get that part. Most understand referrals are powerful because the referral is “dropped in our laps” already trusting us (a key in deciding to buy) which means they are quicker and easier to close.  A referral is also less price sensitive because our value has already been established by the person referring us before we even meet. Because we understand the power of a referral, we know why we want them. We understand the WHY. But we are fuzzy on the WHAT. And completely confused with the HOW. First, let’s look at why we are unclear on the what. [...]

How to Up-Level Your Client Experience Next Year

This article follows a previous article - How the Client Experience Elevates Referrals – to help you not only understand what a Client Experience (CX) is but how to follow a few simple steps to up-level your CX next year. In the first article, I explained what is a sticky client experience using the two parts that you deliver on that makes up the CX equation, when the CX starts (not to be confused with the buyer’s journey), what makes a CX “sticky” and why a sticky CX is important.  If you haven’t read that article yet, I encourage you to go back to read it first before continuing with this article. [After reading this article, check out the Stacey Brown [...]

Referral Platinum Principles that Can’t be Disregarded

I’m guessing you’ve heard of the golden rule and the platinum rule.  They provide a rule of thumb or practice to live by on how you treat other people.  When it comes to referrals there are practices to live by as well.  Which is good because having rules to live by provide us with a roadmap to follow and a context to use when we have an issue we aren’t sure how to proceed on.  There are 3 principles that govern the world of referrals…the 3 Platinum Principles™. 3 Platinum Principles™ Must be all about them Must be authentic to you Must keep you top of mind Let’s look at each on in more detail.  But first a reminder…referrals come [...]

Do You Believe These Four Referral Myths?

The truth is most people don’t understand that referral marketing is – by far – your most powerful sales and marketing tactic. That’s right…it is not Snapchat or Periscope or some other latest social media channel. And no, it’s not cold calling or a tradeshow sponsorship. While all of those may work and complement your overall sales and marketing strategy…nothing has the ability to directly connect your efforts with new clients like referrals. Unfortunately, Referral Marketing is the least utilized and least understood business growth tactic. But most people only dabble in referral marketing – they get a few referrals here and there so they don’t take it seriously as the powerful tactic that it is…because they don’t understand how [...]