#1 How to Create "Raving Fans" and Get More Referrals
11 Ways to Double Your Customer Base
#1How to Create Raving Fans
We all know who these people are. They are the people who cannot stop telling people about you and your business. They are so over the moon with the value and experience that they received from you that it is their personal mission to send you business. They are a golden asset to your business, and a tremendous source of revenue and new customers for you. Going above and beyond to create those “WOW” moments for your customers pays for itself many times over, and costs significantly less than traditional forms of marketing (…and it feels great to create that experience!). So how do you accomplish this?
For a company to create this experience, they must be very intentional about each step of their sales process. Start by mapping out each step of your sales process… every touch point and communication that you have with your potential and current clients (by the way, if you haven’t mapped out and systemized your sales process so that it is consistent each time… please, please do that today!). At ActionCOACH, we use the term “divide to multiply”. Break down each step, and think about where you can add value. Recognize where the “moments of truth” are in your sales cycle and make sure that you are going above and beyond every chance you get. Under promise and over deliver. Surprise them with add-ons.
Rather than giving them a coupon or a free item for their birthday, deliver flowers or a gift basket to them. Be fun and creative and different! I used to send my retirement planning clients a personalized rubber ball (like the one’s you used to see in the big white cages in the grocery store) from send-a-ball.com that would read, “Have a Ball, You’re on Your Way to a Comfortable Retirement”. Do you think people asked where they came from? Your investment in these special services can be calculated based upon the value of the business that raving fans bring to the company. Finally, when other potential raving fans witness this kind of VIP treatment, they will similarly become inspired to investigate you and tell others about the business, even if they do not do business with you!