Referral Marketing is a state of mind - you get what you expect!

Everybody knows that one of the most effective ways to grow any business is through referrals. Yet, when I ask most small business owners what they do to guarantee that they receive a steady stream of referrals, they are hard pressed to give an answer.

Referral marketing is the most powerful, cost-effective and  targeted marketing you can do. Now that I got that off my chest I need to tell you that it is easier than you think to create a flood of referrals for your business.

The single most important factor is that you must first expect referrals. If you are not receiving referrals from everyone of your clients then I want you to implement this one simple piece of marketing starting today.

The next time you begin to do business with a new client, I want you to say this to them--"Mr or Ms customer, we know that you are going to be so pleased with our product, service, etc. that part of your responsibility as our client is that within 6 months you will provide us with x number of referrals. (Now at this point you might also explain exactly who and what makes a great referral)

Guess what will happen when you do this. Your client will look you straight in the eye and agree. They have little choice. Think about what a great proposition you have just made. You have guaranteed their happiness. They now know that you are going to bend over backwards to make sure they are happy. And of course you will.

This new state of mind will take over your client relationship, keep you from making the world's greatest marketing blunder, and impact all of your marketing. By simply expecting referrals you will get them. Now what you do with them and how you turn them into satisfied clients is the stuff for another newsletter but, without this first step you will never go very far with this powerful marketing tool.