BRX Pro Tip: Word of Mouth Needs a System
Stone Payton: And we’re back with Business RadioX Pro Tips, Lee Kantor and Stone Payton here with you. Lee, I think a lot of our business at the Business RadioX network, I think we have a lot of word of mouth going for us. But what are you thinking about really utilizing word of mouth and leveraging it to your advantage?
Lee Kantor: I think that people in professional services, like ourselves, we rely on word of mouth. And I’ve been interviewing so many coaches lately, and almost to a person, they all say that word of mouth is the best way that they get clients, or is the way that they can point to that they’ve gotten the most clients.
Lee Kantor: And the challenge, though, with word of mouth, is that most people don’t have a system around word of mouth. And that’s where everything breaks down. If your system of word of mouth is just doing good work and waiting, that’s not a system. That’s just not going to get you the number of leads you need in order to make a living or to grow your practice.
Lee Kantor: So doing great work, that’s table stakes. Everybody should be doing great work. And if you’re not doing great work, you should rethink what you’re doing at all. So, great work isn’t enough to generate the referrals you need and the word of mouth you need in order to be successful. So, hoping you get a referral from somebody you’ve done great work to is not a great plan. So, you have to kind of intentionally create reasons to stay connected with clients, to reconnect with past clients, to introduce people who know each other. You should be nurturing and building relationships every single day. That’s closer to a system.
Lee Kantor: And at Business RadioX, we are fortunate that our whole business is built around meeting new people, serving people we’ve already met, and connecting people together that we know in our network. And because we do the work we do, we have a very diverse network with people in a variety of industries, in a variety of levels, and we can make these kind of connections very systematically.
Lee Kantor: So today, the challenge is write down the last five referrals you received, and identify what actually caused each one of those to happen. And track them back and see if you can build your own system in order to help your word of mouth game get a lot better.
