You want to use referrals to grow your business… You see the value of turning your customers into your biggest fans and strongest salespeople. Sounds good on paper, but how do you do it in real life? In this article, I’m going to quickly show you the best time to bring up referrals and a proven system to use.

Most experts state that the best time to get referrals is after you have proven yourself to a customer. While this sort of works, it doesn’t even come close to being an effective way. If you’ve tried it, you know what I’m saying.

The problem with waiting until you have proven yourself with a customer lies in the human brain. Through evolution, the brain adapted to pay attention to what’s immediate, and to ignore things that are finished.

You have a center in your brain called the reticular activated system (RAS). This system is the attention center of the brain. It also functions to automatically filter out all of the various noises and distractions in life that are not important right now, so that you can focus on areas that are important.

There is an area in your brain labeled the reticular activated system (RAS). It’s been called the attention center of the brain. One of it’s numerous jobs is to selectively direct attention to things that are significant to you right now.

Have you ever noticed how, once you like a certain car, you start to see them everywhere? Did they just suddenly appear or were they there all along? Your RAS responds to your interest by making the cars noticeable. They were there all along, before you liked them but they were not important so the RAS ignored them.

How to Use a Customer’s RAS to Refer Business

Referral System Example

Here is an example of a possible discussion that you might have with a potential client / customer, on the first visit.

“Mr. Smith, if we do business, there will be a time when you will be thrilled with what we provide. We won’t take on a new client unless we know we can provide what they need. A single client fee is not worth the potential loss in reputation from taking an assignment where we are not confident of success.

Our business grows by word of mouth. So, we don’t stop until we achieve success together.

If I make absolutely sure that I do a great job, you will be more likely to refer your friends to my services.

Of course, if you refer me that’s a positive thing and it will only happen if you are thrilled with my services.

So It’s really important to my business to do a good job. I’m relying on impressing you enough that you are happy to be an ally and do some promotion of my business. I don’t give rewards or trips for business referrals. I make sure that my prices have no hidden charges and that they offer a great value.

If you refer us to a colleague, it will be because of a benefit you see for that colleague by working with us.

I make sure that you get a ton of value so that you want to send friends and associates to get the same results.

Of course, I will only work with them if I know that I can give them great results as well. No matter what, I will deal with them in a professional and caring way. I would only expect that you would send me someone if you have been dealt with professionally and with care. Right?

By planting seeds in this manner (or in your own style), you will increase your effectiveness in gaining referrals. Your customer’s RAS will automatically and most importantly, without their having to remember, respond by bringing to their attention the colleagues that will benefit from working with you.

If you ask in this way, you will notice your referrals increasing. Without their having to work at it, your customer’s RAS will be compelled to find friends that will benefit from working with you.