The best way to grow any business is by word of mouth. Here are the four habits that will make people want to refer you.
Every success you’ve achieved or will achieve in the future is tied to a relationship. So one of the most powerful abilities an entrepreneur can develop is referability — being someone whom your best customers want to introduce to other people like them.
Many people strive to be in this position, but they’ve never stopped to consider exactly what makes other people want to give a good referral. For example, lots of people in this world are intelligent, good looking, and have a great sense of humor, but things still aren’t going their way. They have all sorts of wonderful qualities, but other people wouldn’t consider referring them to anyone whose opinion they care about.
Why? I believe it’s because they’ve failed to establish and reinforce four crucial habits. I call these The Referability Habits™. In order to be referred, anywhere in the world, under any circumstances, you have to have these four habits as the basis of your performance:
- Show up on time.
- Do what you say.
- Finish what you start.
- Say please and thank you.
These seem like common sense, don’t they? You may be thinking, “This is kids’ stuff. Surely there must be more to being referred than this.” Look closer.
Each of these four habits is based on showing respect and appreciation for other people. Every person you meet is the center of his or her own universe; when you demonstrate from the very beginning of a relationship through your habitual behavior that you recognize the central importance of the other person’s schedule, commitments, deadlines, and goals, you immediately become an invaluable resource in their life. He or she will want to refer you into other important situations and relationships.
By focusing on relationships, you multiply opportunities for yourself and your business. The secret is to provide extraordinary service to an inner circle of high quality clients and centers of influence. They, in turn, become marketers for you through referrals to other individuals like them. By doing this in a systematic fashion, you’re able to create an unlimited high quality market that’s immune to the ups and downs of local and national economies.
Keep in mind that these habits must be an integral part of your daily life. They aren’t tactics you can adopt for a short duration or just until a deal is closed. There are all sorts of other strategies for being successful, but if those strategies don’t include these four habits, they will never work. Mastering The Referability Habits creates your future.
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