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Give Them a Reason to Rave About You by Maria Gracia Referrals are one of the most cost-effective ways to market your business. But they don't come without effort, and they won't come if your services or products are just 'average.' It's the exceptional services and products that people rave about to their friends, relatives and associates. Here are a few simple ways to get people to rave about you: 1) MAKE THEM FEEL IMPORTANT. Treat the people who have the ability to refer you--your customers, friends, associates, family members, church members, etc.--like the gold they represent. Be interested in what they have to say. Compliment them whenever the opportunity arises. Talk to them with respect. Congratulate them on their successes. 2) GIVE THEM VALUE-ADDED SERVICES AND PRODUCTS. It's not enough to only give what you say you will. Give 'more' than you say you will. If you promise 5-day delivery, deliver in 3 days. If you promise to complete a job in 7 days, finish it ahead of time. Give them an hour's worth of complementary coaching, for allowing you the opportunity of helping them. You get the picture. Add value, and you'll get them talking. 3) RESPOND PROMPTLY. Get back to people within 24 hours, or sooner! The quicker you get back to them, the better they'll perceive your customer service to be. 4) REALLY LISTEN WHEN YOU TALK WITH THEM. When people talk to you, listen closely to what they're saying. If Jim mentions he enjoys golf, the next time you see him you'll be able to ask him how he's coming along with his swing. If Jean tells you her birthday is coming up in a week, you'll have the opportunity to put a birthday card in the mail. 5) SEND THINGS THAT WILL INTEREST THEM. Whenever you see or think of something that will interest someone, let them know about it. If you see an article that pertains to a particular person, send it in the mail. Have you read something in a book that you were just talking to someone about? If so, write them an e-mail and give them information about the book. Know that your prospect is about to visit Hawaii? Send her a Web site that may interest her. 6) BE CARING. Be genuinely caring and willing to help people. If you are not being sincere, they'll know. Be generous in offering assistance, giving information and making offers. 7) GIVE THEM A 'LOT' FOR A 'LITTLE'. Perception is everything. The phrase, 'How could they afford to give me so much, for so little!' is definitely one that you want to strive for. You wouldn't want to strive for the opposite of that, 'How could they give me so little, for so much.' Be sure that your products and services are perceived as an excellent value. Click to Return to Article Index 
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