New issue each Monday
Issue 16,  August 3, 2009     —      Mark Bowser, How to Create an Ocean of Referrals!

In this issue:   FEATURE: Eldon Taylor, The Genie    Warren Wojnowski, Essential Law of Attraction Lessons from Wallace Wattles   Ann Ronan, Your Mindset is the Biggest Key to Your Self-Employment Success   Guy Finley, How to Use the Power of Inner Storms to Live Stress Free   Mark Bowser, How to Create an Ocean of Referrals!   Sharon Elaine, Affirmations for Luck   Wider Screenings, Spiderman in Hell   Events   Reviews   Earlier issues   Submit Article

Visit Mark's website

Mark Bowser is the President/CEO of Empowering Enterprises, Inc., which is a corporate training and development company helping businesses, organizations, and individuals reach peak performance.

Mark Bowser is one of the best motivational business speakers and corporate training experts on the circuit today. With his positive attitude and contagious personality, he makes the road to success smooth and exciting through seminars such as Succeeding with Empowered Customer Service, The Keys to Empowered Leadership, The Sales Champion Within, The 3 Pillars of Success, and Unlocking the Champion Within.


Pillar One:  LEADERSHIP
Pillar Two:  SALES
Pillar Three:  CUSTOMER SERVICE 

Success always comes down to these three pillars.  That three keys to success.  However, knowing the keys and knowing how to use them to unlock the doors isn't the same thing.  That is what this book is all about.  It will show you how you can unlock the doors to your success and implement them for a more productive business, family, and life. 

Buy the book now at:
Bookshelf of Oz
See recent No Limits Guy Finley articles:
Principles of Invisible Justice
You Can Change the World
Liberate Yourself
Your True Nature is High
The Power To Change Your Past








How to Create an Ocean of Referrals!

Your loyal, happy customers are your best source of new customers.    Best Selling Author Robert G. Allen said, “If you’ll treat your customer like a star, you’ll never have to spend another dime in advertising.”  He could not be more right.  So, how do you treat your customers as stars?  

Mark Victor Hansen, who is the co-creator of the Chicken Soup for the Soul series of books which has sold more than 100 million books and is the most successful book series in the history of the world, tells the story of a dentist who discovered how to treat his patients as stars.   Australian dentist Dr. Patti Lund is the highest paid dentist in the world.  But, not so long ago, it wasn’t that way.  Patti was very, very depressed.

He was working like a dog, he had 4,000 patients and life wasn’t much fun.  In fact, he didn’t even like a good deal of his patients.  They got on his nerves. 

Patti took some time off and began reflecting on his life and his business.   He decided that life was too short to be living it this way.  He decided that he wasn’t going to except any patient that came in the door.   He knew he needed to like and respect his patients and they needed to like and respect him. 

When Patti got back to work, he changed how business was done.  First of all, he was going to treat his patients/customers as friends.  He began calling them by their first names and they began calling him Patti.  No more this Dr. Lund stuff. 

He hired a Director of Wonderful whose entire job was to greet patients as they entered the practice and to make sure they had a wonderful experience.  Four times a day, fresh, hot cinnamon rolls would be rolled out for the patients who were waiting.  If they liked them, they could even take them home.  A $7,000 Cappuccino machine sat ready and willing to refresh the customers with a warm, relaxing drink.  Once a month, Patti hosted a party where all his customers (friends) could get together and network with each other.  Business as usual?  Oh no, business changed dramatically. 

Patti loves his customers and they love him too.  He asks each of his patients to bring him three new patients a year who would love the same experience that they have at the dentist.  Do you think his patients have a problem doing this for Patti?  No, they want to help.  In fact, they love him so much, you couldn’t tape their mouths shut.  Patti now has a waiting list to get into his practice.  Oh, and by the way, Patti only works 22 hours a week.  You see, he owns the business.  The business doesn’t own him. 

You can have the same type of business as Patti Lund.  How can you treat your customers as stars?   It doesn’t have to be cinnamon rolls, a cappuccino machine, or a Director of Wonderful.  That works for Patti.  That may not work for you.  What do you want?  And more importantly, what does your customer want?  Your best source of new customers comes from your happy, loyal customers.

In his Success Mastery Academy audio tapes, Brian Tracy teaches a four step model for creating a “Golden Chain” of referrals.  A Golden Chain is one where one referral leads to another referral, and another, and another, and another, etc…

1.    Ask your customer if they know two or three people who they think would benefit and be interested in your products and services.     

When you ask them for two or three they undoubtedly will choose two.  That is why you ask for two or three.  If you ask for one or two, they most likely will give you only one.  Well, you might be saying,  “Then why don’t I ask for just three, or how about four?”  The reason why is that it is very intimidating.  Two or three puts them at ease. 

2.    Ask your customer if they would happen to have their telephone number.  Most people will refer you to someone they like, and most likely they will have their telephone number handy.

3.    Ask your customer which of these referrals they would suggest you contact first. (They will pick one)

4.    Ask your customer, if they would call him/her and let them know that you will be in touch with them. 

That is a four-step process and it might make you a little uncomfortable for a while, but it can double your sales and business in a very short time. 

After you have contacted the person you were referred to, call back the person who gave you the referral.  Thank them for the referral.  Send them flowers, give them a gift, do something nice for them.  Show them how much you appreciate them and for giving you the referral.  Also, say to them, “If you know anyone else who would be interested, then I would love to talk with them too.” 

A “Golden Chain” of referrals.  It takes a lot of discipline and a little courage but it will change business as usual.   Give it a try.  What do you have to lose?   ###



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