I have a quick question for you: Where do most of your best clients come from?
When I ask this in group settings, most people will say “word of mouth.” Sure, they may also get leads from advertising, digital marketing and other sources — but the overwhelming majority say their best clients come from someone they know.
First, let’s stop and think about how AMAZING that is — there are people, right now, out in the world talking about you and your business. When they meet someone who could benefit from your services, they not only think of you, but they also refer you.
In a very real sense, these allies are part of your salesforce — and, if nurtured well, could help propel your business to even greater heights.
So, tell me: What have you done lately to thank these awesome “salespeople” who have helped build your business? This week, I’m focusing on thanking the key people who have helped me grow in the last year, and I’d like to invite you to join me with this week’s challenge.
Your Challenge This Week:
Send at least one thank-you note. Think about some of your favorite clients — who referred them? The note can be via email —but if you think the recipient would appreciate it, put pen to paper and really make an impact.
Most importantly, along with the gratitude, take some time to think about how you can help them in return. Can you refer someone to them? How can you help move the needle in their business?
If you’re unsure how to help them, simply ask! “I’d like to return the favor — how can I help you?”
They may never take you up on it (many people aren’t looking for quid pro quo and are happy to refer you simply based on your stellar service), but they will absolutely appreciate the gesture.
Remember: Having a strong referral network is one of the most powerful tools in building business, and it works way better when it’s a two-way street.
Taking time to thank your best referral sources will do two key things for you:
- Gratitude moves us from a place of scarcity and lack to a place of abundance and optimism. ESPECIALLY if you are feeling stressed or pinched, move into gratitude — your business will grow exponentially from an abundance mindset.
- Your best cheerleaders will become even better referral sources! People love to help — thanking them for their thoughtfulness will keep you top of mind (and heart!).