3 easy ways to get recommended!

I came across a really sweet reason for getting existing clients to recommend new ones to you and it’s one of those doh! :-( moments that, once you’ve heard it you’ll probably wonder why you never thought of it before!

Tune into WIIFM…

You get really honest with your clients and tell them that the more clients you get recommended to you the less time and money you’ll have to divert to sales and marketing activities and the more you can devote to what you love doing, your core business, which of course is serving them…

The efficacy of all this hinges on your clients being really happy with the service that you give them but that almost goes without saying because, if you don’t get that bit right you’re not going to be in business very long… And it can’t be just good service if you’re asking them to recommend others to you – it needs to be outstanding and they need to believe there’s enough in it for them to bother going out of their way and making an effort on your behalf.

So this brings the age old question of: “What’s in it for me?” that every customer and potential customer asks him- or herself really to front and centre, doesn’t it? If there’s not a strong enough distinction between your offer and another’s the customer will see your offering as a commodity and will buy on price – and that’s a slippery slope.

You fabulous you!

You need to be really, really specific on what makes you so different – we used to call it the USP – Unique Selling Point/ Unique Sales Proposition – it doesn’t matter what you call it so long as you have one

  • That’s true
  • That you’re prepared to stand by and
  • That your customers recognise and appreciate the value of…

… and no, “best value” and “best service” are too bland and just won’t cut it…

One of the most powerful persuaders to buy is when you offer a guarantee on something you know you can deliver on – and take the burden of risk off the customer. Research shows that only about 1% will claim a refund on a business that delivers on it promise and it’s widely agreed that the increase in custom you get as a result of providing the guarantee will far outweigh any returns you may have to give.

So as a Trainer/ Coach/ Mentor/ Facilitator/ Catalyst whose role with clients is to get them recognising and earning their unique value and having fun doing it, one of the perennial woes is lack of money so one USP I’d choose might be:

“The first thing we do is recoup your monetary investment in working with me.”

I know I can help you do that because there are so many ways – all legal and ethical :-) – there’ll always be at least one that will appeal to you that you’ll be able to adopt and swiftly put into practice!

One client hadn’t earned any money in six months yet billed (and received payment for) £3,200 of work within four weeks of me working with him. Was it work he out and out loved doing? No, but he didn’t really know what he wanted to do at that stage and he was happier than he’d been for about a year (so was his hard working wife who was delighted!).

The other thing is that, once somebody has decided to get help to up their game, I also know that they know full well that if they could have got where they wanted to under their own steam they would have already done so… And they are prepared to put the “work” in to make their change happen.

Another USP of mine that’s fun and I enjoy is:
“I help you get out of your own way and get on with the life you’d love” :-)

More than one of my clients say they’re sometimes not sure precisely what’s happened they just see the results (a friend of mine, Sarah, explains that as “you’ve been Linda’d” :-)

So, to wrap up for now

  1. Choose your best clients (after all, you want more like them…)
  2. Explain the 3 wins provided by recommendations they could make about your services (more of your time devoted to them and meeting their needs; less sales & marketing activities and expenditure so hold your prices; ethical ‘bribes’ – preferential treatment such as the opportunity to test products and services in development – get creative!)
  3. Make it easy for them by reminding them of (or giving them) your USPs

Who’s brave enough to post at least one of your USPs in the comments? It’s another shop window opportunity for your business…

Linda

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10 Responses to “3 easy ways to get recommended!”

  1. Lynn Tulip says:

    Thank you Linda for putting in so much thought. My challenge is seeing it from the perspective of the employer and the employee – and how to capture BOTH! Mind you I think Babs is working on this.

  2. Hi Lynn

    I’m beginning to believe I’m close to a first pass at it – tho’ it’s by no way fully formulated:

    ‘Employment “marriage” assessor, arranger, coach and mentor’ :-)

  3. Lynn Tulip says:

    Gosh Linda, we never managed to work out exactly what I do, did we?
    So my USP might be

    helping you find career satisfaction

    I’m using the words MOTIVATE, FOCUS, RECRUIT and GROW on my logo now, but have not come up with a USP … Any ideas?

  4. You can pick and choose, Anita – so why not have a few? 😉 Like your lovely plants and flowers – you can ring the changes!

  5. Jackie Dunn says:

    I could give you a list ….. and will stick with 2 USPs
    1. I find creative financial solutions

    2. Telling it how it it – finance and all

  6. Anita says:

    That’s great Linda, feel free to delete my rubbish usp comment above lol :)

    My slogan is ‘ send a card, brighten someone’s day’ so your short and sweet suggestion is great! X

  7. Sarah Arrow says:

    My USP is ” boosting your bottom line through blogging”

  8. Great post, Linda!

    My USP is “Helping you get better results from your writing.”

  9. Hi Anita

    Do you mind if I add a USP for you?

    Mine for you would be something along the lines of
    “Joy in seeing your joy… whenever”

  10. Anita says:

    Hi Linda :)

    Well, my USP is that I am able to provide a complete bespoke service for greeting cards / invitations. Offering a special service where I create a design that meets the requirements of the customer for various celebrations or business.

    Linda, I think you are fantastic at what you do, it’s a privilege to know you :).

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