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ans Serif">Being good at what you do and providing good customer service creates referrals, word of mouth and repeat business. These three are the most effective, least expensive way of increasing sales.

ans Serif">Today, it is not enough to be good at what you do, superior customer service is measured by how well you do your job in delivering the service, how well you and your staff treat customers in all interactions and the overall relationship you build with them. Satisfied customers are not enough. Satisfied customers are just people who don't have a better alternative and will leave as soon as they find one. What you need is delighted customers,

ecstatic customers, raving fans! You need clients who love you and want to do anything to help make you success.

ans Serif">How do you create these raving fans?
1.  Decide what you want
2.  Discover what the customer wants
3.  Deliver the vision plus 1% (exceed customer expectations)

ans Serif">So why don't people give more referrals? They may be afraid you'll foul up and they'll be blamed or they just plain don't think of it! To build customers confidence in you it really is the small stuff that counts: delivering a product or service that matches their needs, always being on time, always communicating the truth, being there to solve problems etc.

ans Serif" color="#008000">There are four general ways to get referrals:

• ans Serif">The prayer method!
  Do nothing and pray!

• ans Serif">Ask for them.
  If you don't ask for referrals, why should people assume you want them? Call current and past clients or even colleagues and ask them for the names of people who might need your product or service. They may also give you a few general ideas that you can apply to your business.

• ans Serif">You ask and follow up.
  Once you have asked for the referral - try and get a particular name from them. Then ask if they mind if you call that person to say that you were chatting and it was suggested you call them. It is so much easier to get an appointment with a prospective customer if you have the name of someone who will refer you on.

• ans Serif">You ask and they follow up.
  This has to be the best way! The happy customer almost acts as your 'sales person'. They ring/visit the prospect and mention the service or product you have. Perhaps then letting them know that you will be calling or better still, introduce you personally!