Whenever I speak to groups of professionals and entrepreneurs, I always ask two questions. First I ask: "Are your best and most loyal clients those who are referred to you?" and nearly every person in the room raises their hand high in the air. They all love referrals. Then I ask: "How many of you have a system for generating a constant stream of high-quality referrals?" and the hands all come down. I'm guessing this means they all feel lucky.
I've found that, to be successful at producing referrals, you first need to build strong relationships with your clients and business associates. Your first transaction with a client should be the beginning of the relationship, not the end. But that means having a system that allows you to stay in touch, provide first-rate customer service, and show your appreciation.
This blog is designed to provide information to professionals and entrepreneurs on how to build their businesses by referral. The focus will be on ways you can:
- Create a Lifetime Value from Your Clients
- Maximize the Value of Your Database
- Unlock the Potential of Your Business and Personal Networks
I am really looking forward to sharing my knowledge of cultivating referrals and building life-long business relationships with you, and I look forward to your comments.
Denise Kotula
President, DK Strategic Consulting, Inc.
Dear Denise,
Great first post. Looking forward to seeing more!
Best regards,
-- John
Posted by: John Trosko | November 13, 2005 at 04:14 PM