How you request becomes how you receive!

Frequently, I write that the earmark of a dynamic business is the receiving of repeat business, referrals and testimonials. This is the area in which business development becomes automatic and sales pour in without much effort.

Many times a satisfied client will be so preoccupied with their own work, it will be up to you to keep a pulse on how they are doing in order to earn their repeat business. Additionally, they will not think to offer a referral or testimonial. You may always ask for the referral and/or testimonial – but it is in the asking that will make a huge difference in your outcome.

My words of advice are:

1. Never demand and never assume a referral or testimonial
2. Graciously ask if the person will be willing to provide either
3. Let your client know that either a negative or positive response will be fine so that you do not put them on the spot.

Someone recently not only demanded a testimonial from me but then proceeded to send a document outlining questions to be answered and exact instructions on how she wanted the testimonial to read. I found this very aggressive and it did not sit well with me.

The sad part is it gives pause to wonder if future business dealings should be conducted with this individual. I’m the one who frequently says, your words, actions and deeds have to be consistent because they form your brand. If aggressiveness is her brand, then she lost me.

In closing, always be in the mindset of building relationships by understanding your prospect’s point of view first; build for the long-term and strive to over-deliver on expectations. This marketing-communication style will serve to put you in the leadership and expert arena and help you to achieve the Smooth Sale!