The first step to implementing any successful lead generation system is to get your attitude right. Becoming a “Master of Referrals” requires proper referral attitude.

Many sales people believe that by asking for referrals they’re putting people on spot or being pushy. “I’ll wait and if they want to refer someone to me they will”. If this is your attitude you need to change it.

Do you care about people you do business with? Does that caring come “from heart” instead of from your pocket? Do you care about products or services your client’s friends are buying? Do you believe your product or service is best?

I figure your answer is yes!

If you truly believe your product or service is best money can buy and you care about your clients and their friends, you’re doing them a disservice when you don’t implement this lead generation system of asking for referrals. If you don’t they may end up with one of your competitors who offers less benefit, protection and advantage as you do.

Your job is to make sure everyone in your client’s network is looked after by best. So make sure that’s you!

You see, your clients are probably too busy to continually think about helping people in their network. By using a lead generation system of asking for referrals you’re giving them an easy way to help their friends. You’re making sure they get same top quality products and services.

You’ve Got to Create a WOW Experience

Most sales people only try to satisfy their clients. Statistics show that two out of three consumers that were merely satisfied with a company will never return. If you only meet client’s expectations, you’ll never see two thirds of them again and you won’t receive an abundance of referrals.

So how do you get a client to come back to you again and again? How do you get your current and past clients to give you a personal endorsement to their friends and relatives?

By implementing second step of this lead generation system and creating a WOW experience! Make every clients experience special!

How many of your friends, family and business associates would you refer to a company that…

Remember that effective selling is essential to success of your business. So whether you will be making sales or have a team to do that, you should do everything you can to ensure that your sales are done in best way possible.

Selling is one of most important aspects of any business.

I suggest that if you at this point have not yet worked through Micro Module on Finding Clients and Knowing Your Clients, that you do that now.

As you go through following nine skills, think of practical issues of your specific service, how can you implement these steps, what else could you do? In order for this module to be effective you have to work through it and not just read it. Use this as your opportunity to become a great presenter.

Step 1 Know your product, its benefit and competitive advantage

Your product may seems to be a haircut, but it's probably admiration. It looks like a motorcar, but it's probably status. It might be called a bungee jump, but it's probably excitement. If you're selling to other companies, benefit is probably increased sales, lower costs or higher profits.

Why does your customer buy product or service? What benefit do you sell? In which way is your product different from competition? Do you have a unique selling proposition? What is it? What is your competitive advantage? Why should anybody buy product or service from you? Is your product perceived by customer as being better in some way? Is it cheaper/faster? Does customer buy because you are an extremely pleasant person? Who is your competition? Why do some customers buy from competition? What is competitive advantage of your competitor? In which areas are your competitors superior? In which ways are they inferior? How can you creatively imitate your competitor? What is "unique" about product? Does it provide better durability, not like another in nature, quality or form? Is it unique by its appearance and/or design? Does its appearance convey desirable qualities? How does product compare with competition? Can product be recognizable and prove useful and be price competitive? Service - will it require less servicing or less costly servicing than existing products?

Step 2 Identify your customers It is only logical that in order to find your clients, you need to know who they are.