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How to tap into the “referral circle” of the wealthiest customers in your market

by | Sales & Marketing


I believe that an organization’s profit matches the profit of their clientele.

In this episode, I’m going to show you how to find more profit-rich clients—the elite customers who are lower risk, lower hassle and who willingly pay more for better value.

If you’re the kind of leader who already has the top tier elite customers coming in your door, willing to pay a premium price, you’ll love this because I’ll show you how to systematize it in your bank.

If you’re the kind of person who has struggled with landing high-quality loans without plunging into the “match my price” abyss, you’re going to love this.

If you want even more quality loans at better pricing, you’re going to love this.

There are three big obstacles to getting those best clients and getting them to pay you more.

  1. They already know that they’re in the driver’s seat.
  2. Your current top tier customers don’t know how to tell their friends (who share similar wealth and size) about you in a way that gets them to take action and call you.
  3. Most people don’t like to give referrals. If it goes badly, they risk their own reputation.

So let’s transform each of those obstacles.

Step 1: There must be “talkable experiences” that prompt referrals

Unlike most attempts at getting great customers that position you as a rate matching vendor, you need to create a process that gets them seeing that you add massive value beyond being able to meet their needs.

There must be “talkable experiences” where your current clients can talk about the hundreds of thousands you’ve saved them and how they can’t live without you.

Step 2: Your current clients must understand your USPs

You’ll need to make sure to have your clients fully understand your USPs and the value interpretation of those USPs. In other words, they need a clear way to talk about you that causes others to run—not walk—to do business with you.

Step 3: Focus on the first 2–3 from your target market, then systematize getting all the others

Once you’ve pulled in your first 2–3 from a specific target market, create a system that gives those 2–3three an easy way to introduce you. You want their friends and business contacts saying, “NO KIDDING. I can’t believe I could have had THAT!”

One of my clients called me the other day and said those words that warmed my heart.

“It’s just like you said. Once we converted a few of those top 100 prospects at premium pricing, they just started sending the rest in our front door.”

That bank never has to live the nightmare of lower and lower rates and razor-thin margins caused by desperate competitors that don’t know a better way. Banks, like our clients, play the game on a higher level, with better customers.

You won’t want to miss my next episode on how to get A+ Quality Credits to come to YOU!

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