Remember when you were a kid and just had to have the latest thing…you know the cool new whatever-it-was? For me it was this purse – and not just any purse. This one was plaid, had real leather trim and over-sized zippers with pulls that looked like gold rings. And it was over my parents’ budget. The only way to get it was to buy it myself.
And there was another challenge — only one on the shelf. If I didn’t get busy someone else might buy it. That was NOT going to happen. After all…I was 12 years old; I could hardly think of anything else, and I knew I could DO this. (Remember when you felt like this?)
I had a goal. I had a deadline. I had a plan (more babysitting jobs and fast) and a way to track my progress (a chart posted on my bulletin board). Bottom line? I got the purse and loved using it until it fell apart.
Isn’t this the same process you deal with every day…every week…and every month to make your business profitable? You have a goal, a deadline, a plan on getting there and a method of tracking your results. But stuff happens, right? After all, between jobs, there’s admin work, follow-up calls, planning, the family… the list goes on and on.
Over the past week I’ve been thinking about what the most successful entrepreneurs I have the pleasure of working with, and what they do on a daily basis. Their secret? They focus on what works, and they do it consistently, every… single…day until they reach their goal.
This week, I’m giving you ONE task to focus on — just ONE! When you do this consistently it will change your business forever. If you don’t believe it, give them a try and get back to me!
Get One Referral a Day
You know this. Referrals are the easiest way to get new clients. Period. They’re pre-qualified and much easier to close. This means that you have more time and energy to focus on delivering a great experience and can quit chasing down random leads and trying to convert them into clients.
How many referrals did you get last month?
Go ahead … check.
If you don’t know … if you didn’t track or didn’t get enough to count, then you aren’t doing your job as an organizing professional. You need to take a good look at your service and think like a marketer.
Sometimes it’s as easy as opening your mouth!
When you’re delivering solutions to your client’s problems and creating a great experience for them it should be easy to get referrals. There are dozens of strategies to get them. The first way is to ask for them.
You could also offer a generous percent-off or discount your next visit when a referral turns into to business for you. Try rewarding a current client with a gift card to their favorite upscale restaurant or giving cold hard cash with each qualifying referral.
Now do the math.
Working five days a week, one referral a day is 20 a month. From 20 referrals a month you should be able to get at least 15 of them to become clients (or to convert them some time down the road – more on that later). Focus and consistency are key.
What would your business look like by adding 15 new clients a month? How would that make you feel? I’ll tell you — just like you did as a kid when you reached your goal. I can’t wait to see how you make out, so let me know by commenting below.