In my revenue growth projects with clients, we gather the customer-facing staff monthly to share victories and successes.

Last week I had three of these meetings.

In every one of them, happy, excited sales people told stories about the good things that happened when they called their customers proactive.

“I called her and asked what other products she buys that I can help her with,” said one woman of her reverse did you know the question.

“She said she was in good shape, but she gave me two referrals to people she knows at other companies I can help.”

Another man explained that he called a customer he had been trying to set up a meeting with for two years. Amazingly, he said he hadn’t called this person much during this time. It was mostly emails.

This time, “we talked, I asked him three did you know questions about products I knew he needed, and we set up the meeting. He even said he’s bringing a colleague from another division to the meeting, who I can also help.”

These are two success stories, with two strong referrals, which were not asked for by my clients. 

Rather, my clients received these referrals organically simply because they were present. They showed up. They picked up the phone. They demonstrated that they cared about their customers.

In turn, their customers looked for ways to help them. With referrals.

This happens all the time.

Show your customers you interested in helping them. (This is mostly accomplished by communicating proactively with them.)

And they will find ways to thank you.

With referrals.

With more business.

With money.

To learn about how I grow my clients’ revenue 10-20% annually, visit www.goldfayn.com or call me directly at 847-459-6322.

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If you bought and read my new Wall Street Journal bestseller, Selling Boldly, I would like to send you the digital copy of the book. Simply post a brief review of it on Amazon here, and send us a link or screenshot of it to sellingboldly@gmail.com, and we will email you a PDF copy which you can have with you on your iPad or phone for quick reference when you’re on the road, or about to walk in to see a customer.