Ask for referrals?…..we never do, and what a huge mistake this is.

Its not an unfounded criticism…business owners, frequently men, have problems asking for help. I am not certain if this is a male thing ( like not asking for directions, is that asking for help?) or a unique characteristic of business owners, be them male or female. But I know one thing for certain, business owners  do not ask for help until an issue becomes a huge problem, totally out of control and so beyond the business owners ability to handle that then they finally break down and yes, ask for ….help! They mutter as quietly as possible as if such a request is an admission of weakness or ineptness and is a shameful experience.

This is also the sidekick of doing it alone…another bad habit men and business owners in general insist in doing…Weather it is a fear of rejection, appearing weak, or just the ego preventing you from asking for help because we do not want to appear needy, the conclusion is we do not do it and we should.

We are probably more concerned with what others think then achieving the objective…how silly. We must be adequately emotionally self sufficient so that the goal of getting additional work referrals is far more important then what the person you are asking may think…besides the likelihood is he will think none the worse and perhaps better of you.

So with these points well established and easy to recognize, and which we should all agree are the realities of the business mans world, the request for referrals for new business falls into the trap of not ever asking for help…and what a self defeating trap that is.

Think about it, you have a satisfied customer for whom you provided acceptable goods or services, you were paid and everyone left the experience happy and better for it. Why not ask that person for a referral or two? They will be delighted as they just had a uniquely positive experience and have therefore developed a trust relationship…and with that trust relationship would be delighted to make a referral as the customer appreciates the relationship and would be willing to help advance your cause and would further be delighted to share the wealth with a friend whom he/she knows would  benefit from the goods or services you provide.

Yet we seldom ask our satisfied customers for such referrals and thus the chain stops. How unfortunate.

I suggest that based on industries that make a living on referrals, who focus heavily in creating a referral business chain, and enjoy significant success because of this are proof enough that this works. Real estate agents, insurance brokers, car sales people, are always asking for referrals. Why because it works.

referrals produce more new business at the lowest possible cost and over time creates an ever expanding client base as each customer gives referrals which result in more business and more referrals, a geometriv progression getting larger and larger all feeding of your original successful delivery of quality goods and services and resulting in an ever expanding new business chain.

This is a dream come true and yet we seldom access this potential well of wealth and success and fail to utter the most valuable words: ” CAN YOU GIVE ME A FEW REFERRALS?”

If asked for help most customers would gladly offer a helping hand … when asked. I believe people want to help one another but I also know they must be asked…no one is a mind reader, no one will invade personal areas until invited. Even if they are satisfied customers. But if asked, whole new worlds open up.

Of course this issue extends to a whole myriad of opportunities to advance your own business program by asking for help from others, but for the moment lets simply concentrate on a meaningful request for help that benefits all involved and furthers your mission most dramatically.

Ask for referrals, have a specific system which all employees follow and focus on the development of referrals a a primary marketing effort, it will bring you much business in return. Call me for help…413-549-2966