Getting Repeat & Referral Business

So here's a fair question. Why do you do business with those that you do? Sometimes it's easier and more telling to look at the attributes and drawbacks of others than of ourselves  in order to gain insight into how we can live up to the promise of our value proposition.

Here's a valuable exercise that may help.

Create three columns – either on a piece of paper or in a word document or spreadsheet.

In the 1st column enter a list of suppliers (personal or business) with whom you do business. For example, Printer, Real Estate Agent, Insurance broker, Courier Company. Dry Cleaners, Local Restaurant and so on, you get the idea.

Then in the 2nd column, next to each supplier, enter key words that explain or describe why each supplier keeps you as their client. Avoid generalities such as "good service". Instead use specifics such as "never misses deadline", or, "always available weekends and evening", or, "pricey but a great product – never disappoints me" – use specifics about this supplier that are important to you as a client. If you find yourself wanting to write down "nice lady", or, "always used them", or "play golf with them" then maybe it's time for a supplier review in that category.

In the 3rd column enter "yes" or "no" to the question, "Would I refer him/her/them to my most important customer?" Be brutally honest here – it would be your reputation that would be on the line.

Now go back in and analyze the statements you've made about each supplier you would refer. The result should, in essence, be what your customers and prospects are looking for from you, your product or your service.

Provide to others what you would expect them to provide to you and get ready to reap the benefits of consistent repeat and referral business while building a quality reputation and earning a fair return on your investment.

Need help getting more referral and repeat business? Contact me

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