Tag Archives: Referrals

Give People a Reason To Talk About You

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Don’t assume that people are excited to talk about the core deliverables of your firm. After all, those things are supposed to be there (i.e. sound investments, good service, good food, etc.). What people will remember and talk about are the unexpected things you have done or said that set you apart. And, it’s often the small things that grab their attention.

A memorable interaction should result in leaving something behind with the people you encounter: a thought,

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Is Your Referral Problem a People Problem?

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Referrals are generated most often due to the excellent work of your team of passionate people, not because someone asked for a referral. And, the more loyal and passionate your team is, the more referrals seem to magically come into your business. 

I have observed many firms attempt to create loyalty and inspiration for excellent work amongst their staff. The problem: loyalty and passion are not something you can force upon people or manufacture. 

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Its Highly Likely Your Online Reputation is Killing Referrals

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If you knew that your best prospect was going to look at your LinkedIn profile next Thursday and make a decision on whether or not to come in to see you based on what they see – would you change it?

Referral acquisition is no longer reliant on word of mouth. Just a few short years ago, in order to cultivate referrals, you just needed to deliver good products and service, communicate consistently,

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Referral Myth #3: Referrals Will Come with Performance

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By Maribeth Kuzmeski

Performance alone seldom gets you the number of referrals you deserve. The reality is that even when accounts are performing well, clients may still not refer to you. The real key may be simply listening just a little bit more to your clients.

In the book, Blink, by Malcolm Gladwell, a study is referenced that was done to find out why some medical surgeons never get sued.

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Referral Myth #2: My clients tell me they “don’t know anyone” who needs my services.

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By Maribeth Kuzmeski

Have you ever heard a client say, ‘I don’t know anyone’ when you made mention of referring? Do you think that’s true – that they actually don’t know anyone who may benefit from your services? Chances are they know lots of people – they’re just not motivated to give you names right now.

One of the most successful strategies I’ve seen for giving clients a reason to immediately refer is an event called,

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