How To Accurately Predict When Clients Will Refer Business

What does it take to get referrals flowing? Look no further than your high school physics book for the answer. Um, you remember taking physics in high school, right? Dust off those gray cells and let’s take a look and how predictable generating referrals can be. That’s right…one of the most basic laws of physics actually predicts why and when your clients will begin referring business your way.

"For every action there is an equal and opposite reaction."

Remember that one? It’s Newton’s Third Law and it accurately predicts when your clients will begin referring business.

"Um, I don’t see that at all."
I hear you. I didn’t see it at first either. But let’s look a bit closer.

Here’s what Newton actually said:

To every action there is always opposed an equal reaction: or the mutual actions of two bodies upon each other are always equal, and directed to contrary parts. — Whatever draws or presses another is as much drawn or pressed by that other. If you press a stone with your finger, the finger is also pressed by the stone.

And here’s where it gets interesting. Think about giving. Assume that giving to your clients (something memorable and with inherent value) is the force of your finger pushing on a stone (your client). What will your client do?

That’s right. She’ll push back. But if your initial push is a valuable gift, what do you think the reaction of your client will be. It’s foolproof. She’ll feel compelled to give back. Giving back is the equal and opposite reaction that Newton refers to in his third law.

Is it possible to predict when this will happen? Sure it is. Think about a gift you received at a holiday, birthday, or other significant occasion. When did you start shouting about it? Probably when you recognized the sheer value of what you were given. Inherent in that value was that you did nothing to deserve it. It was given out of affection and based on a sound relationship.

That’s also when your clients will begin referring business to you. She’ll begin telling others about your gift, your value, and your relationship with her when she reaches the point of recognition. When will she get there? If she’s not there, it’s because you haven’t given enough.

I know you’re probably looking for a magic formula. Well, there isn’t one. But this is as close as I can get to a formula for generating referrals on a predictable basis:

G2 + T = R.

When G2 = the number of times you gift your client with concern, value, and service; when T = the foundation of trust that exists between you and your client; and when those two quantities are combined, you’ll know your client will have reached the point of recognition I mentioned earlier and will begin telling everyone they know about you.

Generating referrals really can be as predictable as simple physics. Give to your clients over and over again. Give of your time and concern for their welfare and success. Give of your talent and your best customer service. Do this and watch them become a predictable source of repeat referrals. And then say a silent thanks to Mr. Newton.

Want to leave me your reaction this article? Feel free to comment below!

Thanks for reading,

Barry

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