When someone asks you, “Who is a good customer for you?” do you have an answer?
Have you even thought it through? Probably not.
WOMM - word of mouth marketing or referral marketing is a terrific way to gain clients with little expense. However, most business people don’t take the time to formulate a great answer that trains that person to find you great leads. The key is being fabulous!
Here are a few of my favorite clunkers. When asked what you do or who is a good referral:
“Anyone who has a home or wants a better one.” – Realtor
“Anyone with a spine.” – chiropractor
“Someone who has stress in their life.” – life coach
How vague and dull. If this was a cocktail party, I’d be running for the ladies room faster than Lilo. If you don’t give the average person a map to your client, they will not be any help. People remember stories and examples with emotion attached. Like most business owners, you are very close to your business. So close, you lack objectivity. Pretend for a minute you ARE this person asking, “What you do for a living?” Most are asking a polite, yet superficial question. Making conversation. Occasionally, those same people might BECOME INTERESTED if your have something to say of INTEREST! Tell them exactly what you do and who is a great client. They’ll remember, but you need to edit and practice. How about we work on the examples above.
Answering the question: “What do you do?” Let’s get real. Most people who ask this question are sizing you up. They are superficial, but could be influential. Give them something yummy to chew on.
Realtor: “I make rich people richer. I’m a real estate consultant in Marin.”
Chiropractor: “I make people feel good, smile again and walk with a spring in their step. (pause with a coy smile) I’m a chiropractor.” This is even better if you are gorgeous.
Life Coach: “I break people’s addiction to their $100/hour therapist habit and guide them to help themselves. I’m a Life Coach.”
Don’t try this if you are shy and lack self confidence. But, then you must have someone in your business who can be your front for this level of bravado. If not, my contact information is here and you need a serious marketing plan intervention. Otherwise, test, experiment, torment, whatever works. I have honored my goal to tee up one wild-ass concept publicly each week. (To some of you, this blog might be it. Honestly, I’ve done much wilder this week ***)
I challenge you to leap. Give yourself credit for being fabulous. Now, let others know. Everyone loves to party/do business with the fabulous.
