Most business owners I talk to give me a blank look when I ask them about what referrals strategies they have in place, or comment that they don’t like to ask as they consider this “pushy” or “cheesy”.
In other words, referrals are left completely to chance!
What makes a customer choose one supplier, shop or service provider over another? Unless you're the only game in town (or on the Internet), that's an important question to consider when you're planning your advertising, promotional literature, sales presentations, website and even your business card. Get the answer right and you'll land more sales than your competitors. Get it wrong, and business that could be yours will pass you by.
So what's the answer? What's the secret to getting customers to choose you over several similar competitors advertising in the same media? There is a great advertising concept called AIDA (not the Opera ...), which stands for Attention, Interest, Desire, Action.
