Referral = Reward For Excellent Service
I was attending a local BNI meeting Tuesday this week and the guy doing the presentation for the day said this line. His whole presentation was good – his passion for what he does showed through and his business is obviously excelling. He is a salesman for windows and has been in the industry a long time.
Peter was careful about the way he dressed, how he presented to the customer both over the phone and visually and gave us simple tips for connecting with customers. Excellent presentation.
But the thing that stood out to me most was this line ‘Referral = Reward for excellent service’. I really liked that. Probably more so because I do get referrals – often, and I’ve worked hard to excel at what I do and be the best I can be.
However, I often see people asking how to get referrals and they struggle for the business. Perhaps they need to look at their delivery? Perhaps it’s something else? Maybe they haven’t been around long enough or been persistent enough?
I do know it was 6 months after my first ‘public presentation’ about my business before work enquiries came in. They wanted to know if I still did what I’d been speaking about? To me that kind of sounded like they’d contacted people before after meeting them some months prior, only to find they’d moved on to do something else. Persistency and consistency are two keys for succeeding. Delivering excellent service is another.
If you admire certain people in business then find out what it is they do that you don’t do. Hang around them, ask questions, read anything they’ve written, soak yourself in what they have to teach you. Something has got to rub off!
And in the meantime, start aiming for that excellent service you’re capable of giving – and give it consistently. Referrals have got to start happening!
Discussion Area - Leave a Comment