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BizSuccess Breakthroughs for
April 14, 1999
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++++++++++++++++++++++++++
TABLE OF CONTENTS
++++++++++++++++++++++++++
..WELCOME
..THIS ISSUE'S MESSAGE
..PUBLISHER INFO
..YOUR COMMENTS?
..SUBSCRIPTION INSTRUCTIONS
++++++++++++++++++
WELCOME
++++++++++++++++++
Hello. Gary Lockwood here again. In this issue, our guest author
is Wanda Loskot. Wanda shows us how to increase referrals by
taking better care of referral sources. Please read more about
Wanda at the end of her article.
A small favor, please? Forward this issue to a few colleagues.
They'll thank you for it, and so will I.
My hope is that you use the ideas in these broadcasts to get
the results you really want. If you want some help in putting
them into practice, or if you have questions, email or call me.
SUCCESS to You....
Gary Lockwood, Your Business Coach
P.S. "The BizSuccess Strategy Book" can help boost your profits
and growth. Here is the step-by-step blueprint for business success
that you've been looking for. Now you can get over 175 pages of
practical, proven techniques that I've been using with my clients for
twelve years. The BizSuccess Strategy Book will help YOU to grow
your business, make more money and have more fun.
Click over to the BizSuccess Store and check it out.
http://www.bizsuccess.com/products.htm
To get the details by automatic email, send any email to:
strategybook@bizsuccess.com <mailto:strategybook@bizsuccess.com>
++++++++++++++++++++++++++++++
THIS ISSUE'S MESSAGE
++++++++++++++++++++++++++++++
Taking Care of Your
Referral Sources
I'm sure you agree that "by referrals" is one of the best ways
of growing business - no money thrown away on advertising that
doesn't work and no time wasted to convince strangers to do
business with you. The referred leads are presold - because
trust and confidence exist, at least to some degree. It boils
down to getting more of that good thing - leads, right?
One of the best ways to get more leads is to focus on those who
send you referrals already and to encourage them to do it more
often. So, how are you doing in the department of rewarding your
sources for referring you in the first place?
Most business people provide a referral reward or even some kind
of fee to people helping them to obtain a lead that ends with
a sale. Additionally some make it a standard practice to refer
the source to their own potential clients when the opportunity
arises. Some people have even different rewards for different
types of leads. One thing is to mention your name - another is
to insist that prospect contacts you. And another thing is to
assist during the process of servicing...
Makes sense, doesn't it?
Probably the most common -- and the biggest -- mistake business
people do in this area is rewarding contacts only for leads that
result in closed sales. Just think. If the prospect didn't buy
from you, that doesn't mean that the person who was considerate
enough to think of you and sent you a lead didn't do the job!
You might say that "the lead was poor quality" -- and it might
be true. Regardless, you need to reward the BEHAVIOR of your
network people, so that in the future the same person in similar
situation again thinks of you instead of someone else.
My friend realtor sends for every referral a balloon bouquet,
another friend who sells cellular phones - a cute little pen
with company's logo and words "Thank you", my hair dresser: always
a nice thank you note. I send variety of things - my own "Treasury
of Quotes", small box of chocolates, thank your notes. The cost?
A dollar. Maybe three. The mileage? Tremendous. You will be really
surprised with the mileage you get from those little gifts when you
begin to invest in the business through referrals and follow up not
only on leads but also your referral sources.
Of course you might want to devise a special reward system for
rewarding people on the Internet. It might become too expensive
and too overwhelming to send a box of chocolates to everyone who
refers your site to a friend - you might want to set up some reward
system through autoresponder or downloadable file. Drop in to my
new site http://SaneMarketing.com
and see how this can be done (you
might even earn your own reward-tool to give away :-)
The bottom line? For EVERY lead you get -- give something back. It
might a movie ticket or just a thank you note. It might be a gift
certificate or more elaborate gift - depending on the type of your
business and the potential value of a sale. Take care of your golden
geese - it is called positive reinforcement.
* * *
Wanda Loskot created a business system that will make your business
work so that YOU can rest - register today to win one month of FREE
business coaching at http://loska.com
at http://sanemarketing.com
For subscription to her monthly newsletter "Referrals Unlimited"
mailto:ru@oaknetpub.com
with SUBSCRIBE in the BODY of message
+++++++++++++++++++
SPOTLIGHTS
+++++++++++++++++++
Advertisers - You can now purchase "Spotlight" ads in the
BizSuccess Breakthroughs newsletter. For details, click over to
http://www.BizSuccess.com/advertise.htm
OR send any email to
advertise@bizsuccess.com <mailto:advertise@bizsuccess.com>
************************
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************************
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************************
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************************
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*************************
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*************************
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*************************
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*************************
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*************************
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*************************
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*************************
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*************************
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+++++++++++++++++++++++
DISCLAIMER
+++++++++++++++++++++++
Although we make an effort to check out the advertisements in the
Spotlight section, we cannot assume responsibility for the actions
of our advertisers.
+++++++++++++++++++++++
PUBLISHER INFO
+++++++++++++++++++++++
Gary Lockwood is Your Business Coach.
Gary helps business owners, entrepreneurs, and professionals
get all they really want from their enterprise.
Office: (800) 272-1575 (USA), Fax: (760) 325-9608
Email: Gary@bizsuccess.com <mailto:Gary@bizsuccess.com>
Visit our website at http://www.bizsuccess.com
Grow your business, make more money,
have more fun!
++++++++++++++++++++++++++
YOUR COMMENTS?
++++++++++++++++++++++++++
I appreciate feedback, corrections, and comments about anything
mentioned in BizSuccess Breakthroughs. Please send your thoughts to:
Gary@bizsuccess.com <mailto:Gary@bizsuccess.com>
+++++++++++++++++++++++++++++++++++
SUBSCRIPTION INSTRUCTIONS
+++++++++++++++++++++++++++++++++++
To subscribe to BizSuccess Breakthroughs (free), send email to
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To unsubscribe from BizSuccess Breakthroughs, send email to
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Copyright © 1999 BizSuccess
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