success - Turbo Coach, achieve breakthroughs - Brian Tracy
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148<br />
<strong>Turbo</strong><strong>Coach</strong><br />
With each step, your new customer becomes more and<br />
more involved in the process and, subconsciously, more and<br />
more committed to helping you. You might now follow up<br />
with another question: ‘‘It would be really helpful if you<br />
could call and introduce me, so he won’t be put off by my<br />
call. Would you be willing to do this for me?’’ Do not be<br />
surprised if he reaches for the telephone right then and makes<br />
the introduction on the spot.<br />
Again, your goal should be to leave with two or three<br />
referrals.<br />
Asking for Referrals from a Satisfied Customer<br />
If you have done a good job of servicing your customer after<br />
the sale, you can be confident you now have a satisfied customer—one<br />
who will buy from you again and who represents<br />
a potential source of excellent referrals.<br />
Contact your satisfied customer and begin the conversation<br />
by inquiring if he is happy with his purchase and if there<br />
is anything more you can do for him. If he makes a request,<br />
then treat this as a customer service call. If not, say to him,<br />
‘‘I’m so pleased you’re enjoying your new (product or service).<br />
Can you put me in touch with anyone else who would<br />
appreciate the same experience that you are enjoying using<br />
it?’’<br />
The wonderful thing about highly satisfied customers is<br />
they often want their relatives and friends and associates to<br />
share their experience. Think of the last time you thoroughly<br />
enjoyed a movie. Didn’t you want to immediately tell the<br />
closest people in your life to be sure to see it? Or recall an<br />
occasion when you were delighted or even amazed by the
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