There is an old sales rule of thumb called the 20-60-20 rule. This rule states that 20% of your customers will refer you without ever being asked to. 20% of your customers will not refer you even when asked. The 60 in the rule refers to the 60% of your customers who are just waiting to be asked. They’re entirely open to referring you to their customers, friends and colleagues if you just asked. However their success rate depends heavily on how you are represented.
Ask yourself this, who’s going to articulate the value you bring best - you or the person referring you?
When you're being referred to a potential customer, you obviously want to make sure that you're presenting yourself in the best possible light. By controlling the message and narrative, you can ensure that the potential customer is hearing the right things about you and your business presented in the best light possible.
Secondly, controlling the message can help you to avoid any miscommunications or misunderstandings. When a referral is made, there is always the risk that the person making the referral may not communicate your message accurately, or that the potential customer may misinterpret the referral. By taking control of the message and narrative, you can ensure that everyone is on the same page and that there is no confusion or miscommunication.
Thirdly, controlling the message can help you to establish trust and credibility with the potential customer. When you present yourself with a clear message and a compelling narrative, you're more likely to be seen as a trustworthy and credible partner. This can go a long way towards building a strong relationship with the potential customer and increasing the chances of a successful referral.
Making it easy for your network to refer you can only improve your success rate.
Also, giving the people referring you a video that presents the value you bring in the best light possible and you’ll soon see exactly who the golden geese in your network are.
Again, If you’d like to see examples of what such a video would look like and how I how to create them, join me on my next webinar where I’ll provide you with a full walk through from concept to creation.
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