What inspires or motivates a business or an individual to proactively throw sales and referrals into your business funnel?  When I was in college, I learned that nothing motivates the average college student more than advertising the words Free, Food, and Fun.  Ivan Pavlov would have concluded that college students salivated at the mere mentioning of these words.  Saint Peter would have quickly pointed out that each word starts with an "F," which is the 6th letter in the alphabet; thus, representing the symbol; 666.  I would simply infer that if you want college students to participate you have to use the right tools for the right job.So what tools work to promote referrals to your business?  First and foremost is awesome customer service.  I have to believe in you before I am willing to put my neck on the line for you.  Simple enough, but quality, price and all of the usual suspects play a major role in getting customers and getting referrals.  The real key is timing (I'll discuss), consistency (always ask), and seed planting (let them know the question is coming).  When the average customer was asked for a referral they gave the slot machine effect.  You know, their pupils will be fixated right at you and then suddenly they will roll up into their eyeballs.  They want to help you, but they also don't want to hurt anyone or any friendships.  You have to offer compromises, you have to entice them, and more importantly you have to prepare them to act.  Plant seeds in the beginning of rapport building by telling a few great services that sets you apart, especially your referral program that benefits your existing customers and contacts.  This one act alone provides you with automated "Good Timing," it enables the client tobrain scanearly on for people that he or she would consider, and worse case scenario if this is an act of them throwing somebody under the bus you have warned them to do so to some degree.  Enticing the customer with compromises and awards.  Don't blindly ask for referrals that force your customer to brainstorm.  Present an either or option and be specific in what you're trying to accomplish. Susan, I told you earlier that we had some awesome programs and I believe that I mentioned our referral program(her second chance to give it some thought and prepare). Recently, I learned that I could work myself to death trying to recreate new customers that are hard to find and found a better way, actually a smarter way to do business.  Have you set up a referral program for your business yet?  (All of sudden, Susan is thinking you're trying to help her). I've got customers that have easily saved 33% a month for better services with our products and they have earned another 33% monthly for the referral program I set up with them.  Would you be interested in paying 1/3 of the bill you're paying now?  I need your help and I know that I can help you.  I'm sure you know a dentist, doctor, lawyer, accountant, and local manager in the area and I need you to list 3 of them on this card with their phone number to get you set up to save and make some money.  Hand Susan the paper with a pen and don't say another word unless you have to respond to Susan. Would this work for you? How do you approach referrals with your customers? ...read more

I have been evaluating the different telecommunication companies for business in the area for some time now, and I'm probably more confused than before I started.  In Indiana there is AT&T;,Insight and Cynergy while Louisville has AT&T, Cynergy, NuVox, Lightyear and probably a couple dozen other choices of carriers and resellers.  The only thing I can say for sure is that I like the pricing and the technological advances that Insight offers on their high speed internet options, but AT&T has been around long before the Flinstones was created.  So the question: should I value longevity or innovation to predict reliability?  Which Telecommunications carrier did you choose? ...read more