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Book Yourself Solid Illustrated: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling by Jocelyn Wallace, Michael Port

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4.13 THE REFERRAL STRATEGY

For it is in giving that we receive.

—Saint Francis of Assisi

Imagine enjoying deeper relationships with every client you work with while attracting three or four times as many wonderful new clients as you have right now. It's not only possible but simple and inexpensive. The key lies in generating client referrals. By starting an organized referral program, you can immediately and effortlessly connect with an increasing number of potential new clients.

Referral-generated clients are often more loyal, consistent, and better suited to you than any other category of potential clients you could find.

To do this, the Book Yourself Solid Referral Strategy has four phases:

1. Pre-Referral Work
2. Seize the Day Referral Work
3. Post-Referral Work
4. Ongoing Referral Work

Create the Snowball Effect

Because your clients enjoy and respect working with you, they will be eager to recommend your services and products to their clients, friends, and family. In fact, the vast majority of your new clients already come to you as a result of word-of-mouth referrals, either directly or indirectly.

If I had to, I'd guess that you don't have a program in place to benefit from all the word-of-mouth promotion that you could be receiving. How many referrals do you get without a referral system right now? Now triple or quadruple that number. That is the potential increase in ...

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