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Of course, every sales person knows referral business is vitally important. But how do you generate enough referrals to triple your sales and commissions? That’s easy, keep reading and I will share three sure fire steps to creating massive referrals for your business:

Step#1: Wow your clients

The first step to generating referral business is to go out of your way to demonstrate a high level of service to EVERYONE who comes in contact with your business – not just clients.

Everyone who comes in contact with your business is a potential customer or referral source. As a mortgage lender, I’ve had service people come into my office, see how we do business, and ask about refinancing.

But how do you “wow” your clients and others to generate referral business?

Basically, you will need to be honest, knowledgeable, friendly, professional, and deliver on your promises.

Exceed their expectations. Set yourself up to succeed. If you think a task will be completed on Wednesday, tell your client it will completed on Friday. Then, when you call them on Wednesday to report that the task has been completed you’ll look like a superstar because you exceeded their expectation. In short, deliver ahead of schedule.

Communicate proactively. Find out why your clients call and stop them from calling by answering all questions ahead of time. In the mortgage business, I found that clients and everyone else involved in the transaction would call for status updates. So I put a system in place to communicate updates to everyone automatically. Now, my phone doesn’t ring because clients get regular scheduled updates.

Give unexpected bonuses. Give your clients some kind of surprise bonus. Give them more than what they expected. Your bonus could relate to your product or it could be in the form of a gift. Here are a few gift giving ideas to help generate referral business:

Before the sale
Try to give your clients something right up front. Try giving clients a $5 gift card before they even agree to do business with you.

During the sales process
Send cookies to both spouses’ work with a thank you note and plenty of your business cards so they can give them to co-workers. This is a excellent technique for creating referral business.

After the transaction is complete
Send flowers to your clients’ home.

Step #2: Collect testimonials

Now that you have wowed your clients, get a testimonial from them.

In fact, it would be a great idea to survey your clients at the beginning, middle and end of the sales process immediately after they have received one of your gifts.

Collect your surveys in writing by using short, quick answer questionnaires – 10 questions or less. Here are sample questions for your questionnaire:

1) Why did you choose to do business with us?

2) Was your transaction closed on time? YES / NO

3) How would you rate our courtesy?
EXCELLENT / GOOD / FAIR / POOR

4) How would you rate our efficiency and speed?
EXCELLENT / GOOD / FAIR / POOR

5) How would you evaluate the competitiveness of the price you received on your product?
EXCELLENT / GOOD / FAIR / POOR

6) Overall, how would you rate the service you received during this transaction?
EXCELLENT / GOOD / FAIR / POOR

7) Have you ever purchased a similar product from a company other than Your Company Name? YES / NO

If you answered YES to question #7, would you say we were:
BETTER / SAME / WORSE

9) Would you recommend us to a friend or relative? YES / NO

These questionnaires will serve as testimonials for the next step in the creation of your referral business.

Step #3: Generate more referral business

Use your client’s testimonial to target everyone in their center of influence. Send your testimonial to prospective clients and referral business partners along with an approach letter.

More on the approach letter in a moment; first, here is a list of potential referral business partners that can be targeted after a mortgage transaction just to give you some ideas:

* HR manager at their work
* Listing real estate agent and that agents entire office
* Selling real estate agents and that agents entire office
* CPA
* Financial planner
* Insurance agent
* The seller of the home on a purchase transaction
* Title Company
* Real estate appraiser
* Neighbors

Now, do you need some ideas for writing your cover letter? To download three approach letter samples visit: www.Mortgage-Leads-Generator.com/a/approachletter.htm

In summary, incorporate these ideas into the way you conduct business and you will automatically deliver such a high level of service that your clients will jump at the chance to tell their family, friends, and co-workers about your service.

Please feel free to reprint this article as long as the resource box is left intact and all links are hyperlinked.

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This list has been produced to help people not get taken advantage of by the promises of wealth beyond belief and first page rankings from day one. We’ve heard the sob stories and even seen the damage done by SEO cowboys in it for the coin and the contract.

In the UK there are so many companies in which you can attain SEO services especially SEO Cheshire. This list should be satisfied before they are even considered.

In no order of importance-just check these 5 items on your list and you’re on your way to success.

1. Contact – Via e-mail or phone, best to do both but initially e-mail the SEO companies or individual using a contact form on their website or by an address you have managed to procure. The reason you should do this is to ascertain how quickly you achieve a response-signs of poor communication from the outset are signs of bad things to come. You would expect an average response time (during working hours) of about 30 minutes.

2. Portfolio – Once you get someone’s attention see if you can get a few examples of their existing clients and the keywords they have achieved results with-be sure they can prove they have put in the work-usually SEO’s tend to leave links back to their site somewhere in the site, check this on all examples given.Type the keywords into the search engines and see how well they are performing for yourself.

3. Links – This is important, the bulk of the work to get decent rankings is the off-page work, more commonly known as link building. Good quality links which come from industry related sites will improve your results by 10 fold. Check to see if they’ll provide you with a few examples of pages where their links come from. Avoid like the plague spammed link pages, unrelated topic pages, link farms or links which all seem to coming from one type of site-there should be a broad range of links coming from a multitude of sources e.g. directories, blogs/blog comments, article submissions, medium/high page rank related industry sites, forums and site wide links. The company you end up choosing need to report to you monthly what links they have got you, show you the pages these links are on, this way you can measure what you’re paying them to do.

4. On-page work – is taken into account by the search engines, carries around 15-20% of the decision on where to rank you. How will this on-page work be handled, will you have oversight on what is done the site, if you already have developers will they instruct or write a report on what needs doing? How soon will they do this? Your site is important to you and looks the way you want it to-will they stuff lots of content on the page just to get decent rankings or carefully think about it and work a trade-off between usability and keyword density? Are they familiar with the type of architecture your site is built in, php, asp, .net, os-commerce, zen cart, .net nuke etc. See from example sites they have done to see how well the on-page SEO has been implemented. There are more factors to consider when it comes to on-page work. Some sites need more work than others to get good results-in any case all the SEO issues should be addressed within the project time you get allocated and pay for.

5. Updates/monitoring – A decent SEO firm should provide incremental reporting on how your site is performing in the search engines, either a monthly or even weekly report to show progress. Does the SEO company provide amendments to your site where necessary? For example Google updates its algorithms, is your on-page work adjusted to account for this? Does it come at a cost?

If all these factors are dealt with gracefully then you’re in a good position to consider Search Engine Optimisation Manchester services-it’s down to price at this point-there are many companies that can satisfy the above list but more that cannot. Once you have weeded out the bad apples-it’s crunch time, see which companies offer consultation time, see them all and select the best one according to your budget and the contract they present to you. Most SEO companies will mention there is a minimum 6 month contract.

Obtain helpful recommendations about the topic of internet marketing tools – make sure to read the page. The time has come when proper info is really within your reach, use this opportunity.