"In sales, a referral is the key to the door of resistance."
- Bo Bennett
This past weekend I was in San Diego, Calif. for a Sports and Social Industry Conference to LEARN more and better ways to CAPTURE new clients via social networking, media and event planning. VERY COOL!
The most interesting CONCEPT was the "Empowered Ambassador" concept. This is the idea of giving your "best of the best" clients the ABILITY to make a referral at anytime, to anyone they see fit and the company will provide a unique, exclusive offering for the referred person.
Most people are saying, "Well duh Zach, we all do that!" Do you really? Would you give your best client that ability to write THEIR own discount based on what they felt was needed? Would you allow them to give away a sale at NO CHARGE/NO COMMISSION to someone they FELT would be a lifelong client?
Whoa, that is giving a lot of POWER to someone.
2 DEGREE SUCCESS STEP:
Do not get me wrong… I am NOT suggesting you empower your clients to give away your business.
The idea is that by EMPOWERING the BEST clients with some special offering that only they have exclusive access to, you are giving them the ability to build your business with ideal clients at THEIR discretion. If, in fact, they are your BEST clients, they will never give the farm away, nor will they want to give you people that will not pay or do not understand the value of your business. Rather, they will RECRUIT only the people they expect will be in the same category as them.
What if you could REPLICATE your top client five-fold? How would that affect your business? Now, what can you do to give the power to those people to do that? (No, this is not meant to be an easy answer).
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
No comments:
Post a Comment