Thirty Thousand Dollar Haircut - Power of Referrals

$30000 haircutIt was a random salon I chose when I first moved to Boston - I simply went to the internet and did a search, which back in 1998 yielded just a few results. As soon as one relocates, you need to find certain services, and a hair salon with a great stylist was at the top of my list. Assigned to a stylist named Roz, I happily showed up and quickly became a loyal customer.

The salon was OK, but Roz was amazing. Her sense of style, competence, lightheartedness, and wonderful Irish brogue had me hooked. A few short years later, I moved away, but before I did, I raved about her to my friend Mary. Mary is of Irish heritage so I knew she'd appreciate Roz, and I had a feeling she'd like her skill and personality.

As a master connector, I connect folks all the time - I mean almost daily. Sometimes it's a match made in heaven (I've connected people who have gone on to be great business partners and I've connected consultants to their biggest new customer. I have come to accept over the years that this is one of my gifts and I embrace it). Did I ever underestimate this connection though.

Mary became one of Roz's best clients as well as a good friend. Mary introduced many of her family members and friends to Roz and her style, cut, and color services. It's been more than 10 years of Mary's referrals including hiring Roz on-site for weddings and other occasions. My loose ballpark math puts business done since my introduction of Mary to Roz around $30,000 - could be less, or more.

What's great is that Roz moved a while back to an amazing home in a great neighborhood. I asked her how she found out about it - and she said with a smile, "Mary's sister - she and I have become very good friends and she lives just down the street. When she heard the house was going on the market, she tipped me off - and we grabbed it."

Priceless.

This is a reminder to mention those who give you great service to endorse them. Offer them testimonials. (Check out our scrolling testimonials at Score More Sales - we love the plug in that we use called Testimonial Director.)

Don't ever underestimate the power of a referral - what worked for Roz can work for you and your business. Start by making a list of those who know and trust you. Keep in contact with them, and help them by referring others their way. Download our no-cost ebook on building strategic partners. Let us know your success stories.

Lori Richardson was recently ranked as one of the Top 25 Sales Influencers for 2012. Read the award-winning blog and sign up for the twice-monthly newsletter with sales tips to grow B2B revenues.

 

Topics: Selling

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