July 15, 2015 
admin Customer referrals are some of the most valuable sales leads your business can acquire. Referrals are a cost effective way to grow your business because half of the work and expense is done for you. If a customer is happy enough with your service to refer a new client, then they have done a good portion of the selling in advance for you. Clients who appear on your door based on personal recommendation will already have a certain level of trust in you – inherited from your existing customer.
So, how simple is it to be referable? Jeffrey Gitomer, author of “The Little Red Book of Selling” and president of Charlotte, N.C.-based Buy Gitomer, believes that a referral is earned not requested. Gitomer explains, “When you ask for a referral, you immediately put your relationship in an awkward position, especially if the customer is reluctant to give you one. When someone gives you a referral, it means they are willing to risk their relationship with the referred person or company. They have enough trust and faith in you to perform in an exemplary manner and not jeopardize the existing friendship or business relationship.”
To avoid having to ask your clients for referrals, why not earn them? Portray these 5 characteristics to gain your client’s trust and ensure on-going, proactive referrals:
1. Be likable. This is the first prerequisite. Without a friendly relationship, there is no need to go further.
2. Be reliable. The company, the product, and the service must be the best it can be and be available when needed.
3. Be an expert. The customer must regard you as an expert in your field. To be referable, you must have an expertise that gains customer confidence and trust.
4. Be trustful. The customer must be certain that you will do everything in the referred party’s best interest just like you have with theirs.
5. Be Consistent. You have a track record of performance with your current clients so you must perform consistently with new and potential referrals.
So, after you master the art of likeability, reliability, being a subject matter expert, trustfulness, and consistency…how do you know if your clients consider you referable? Gitomer suggests asking yourself a few key questions: Are your phone calls returned? Do you have repeat business? Were there issues with the services you provided?
Being referable and helping our clients to be referable are the ultimate goals of Lakeside Executive Suites. Lakeside Executive Suites is a full-service office space provider with innovative, flexible, and affordable workspace solutions that fit any sized business. Our location, support staff, and amenities ensure that your business is meeting the needs of your customers and we are meeting your needs as well. With a prestigious business address, live phone answering service, reception services, administrative support staff, meeting rooms, and mail and package receipt – you can better focus on gaining the trust of your clients and getting the referrals you need to grow your business.
And when your business becomes referable with Lakeside Executive Suites, spread the word. We pay 10% on any referral deal contracted. Let us invest in you so you can better invest in your business. To learn more, visit us on the web at www.lesweston.com or call (954) 389-2511.
