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Casual Articles - Referrals: Getting Good Business By Doing Good Business
Research indicates that Emotional Intelligence (E.I.) – how we handle ourselves and our relationships – can determine success more than I.Q. In fact, E.I. may determine as much as 80% of a person's life success. Cognitive ability or what we call I.Q. is only about 20%. Quality leadership training is a combination of E.I. and cognitive ability.More specifically, Daniel Goleman (along with two E.I. researchers: Richard Boyatzis and Annie McKee) explains the role of E.I. in leadership in Primal Leadership, Realizing the Power of Emotional Intelligence (2002). They found the most effective leadership and management styles work through emotions which evolve from the limbic system in the brain.The limbic system is responsible for sending information to the prefrontal lobes for analysis and decisions. This system is an open-loop desi
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunitie
In continuing with our review of medical billing of claims by electronic means, we pick up with the DA1 record, which is the second record containing payer information, starting with field number 15.DA1 field 15, position 156, is the zero payment indicator. This field is not currently supported by NSF 3.01 so there is no point in trying to explain what this means. Just more red tape for your claim approval. Hopefully, the day will never come when it is used.DA1 fields, 16, 17 and 18, positions 157 - 162, are the adjudication indicators. This is more red tape, which unfortunately is used. Adjudication indicators are for claims that needed to be discussed, for lack of a better word. These are claims where it was not clearly determined that they would even be allowed to be submitted. An example of this would be some types of el
In this essay, we'll focus on getting old clients to come back and referrals. How do you get them? How do you ask for them? How do people choose to come back? How can you get people back when they don't want to come back?
I recently did a keynote at a Dentist's Conference. The dentists were very uncomfortable asking for business, assuming that if they gave great care, had good patient relations, and had a wonderful office, the patients would know they were supposed to come back. Except 50% or more didn't return. I suggested the following action: call the patient and say:
“Hi Mr. Jones. Dr. Smith here. I just realized that the last time we saw you was 8 months ago. I'm wondering if you have any thoughts about coming back for additional care? I'd love to take care of your dental hygiene with you, and wonder what you'd need to see from me to feel comfortable coming back for follow up?”
USING FACILITATIVE QUESTIONS TO KEEP CLIENTS ACTIVE
Facilitative Questions like this will help clients who have bought your product at least once to decide to come back again. But, how do you get folks to bring in their friends, short of asking them point blank: "Would you refer your friends for me please?"
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunities
Writing a professional, polished r?sum? can be considered an art. Your canvas is the blank piece of fine linen paper and your concept is your background, skills and abilities. Understanding the right way to write your r?sum? is very specific to your background. This guide will explain the various layouts that will help you create your masterpiece.1. Chronological FormatThis format is organized by job titles and companies and presented in reverse chronological order, with the most recent work experience appearing first. It usually contains bulleted descriptions of work duties that are relevant to the job objective. It is the most common r?sum? format.2. Functional/CombinationThis format is organized by job skills or functions, with the emphasis on transferable skills that apply to the job objective. The "combinatio
I recently did a keynote at a Dentist's Conference. The dentists were very uncomfortable asking for business, assuming that if they gave great care, had good patient relations, and had a wonderful office, the patients would know they were supposed to come back. Except 50% or more didn't return. I suggested the following action: call the patient and say:
“Hi Mr. Jones. Dr. Smith here. I just realized that the last time we saw you was 8 months ago. I'm wondering if you have any thoughts about coming back for additional care? I'd love to take care of your dental hygiene with you, and wonder what you'd need to see from me to feel comfortable coming back for follow up?”
USING FACILITATIVE QUESTIONS TO KEEP CLIENTS ACTIVE
Facilitative Questions like this will help clients who have bought your product at least once to decide to come back again. But, how do you get folks to bring in their friends, short of asking them point blank: "Would you refer your friends for me please?"
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunitie
You just signed a Help Desk Service Level Agreement (SLA) and now think things will get easier. However, you may soon be falling into one of these traps:1) COVERING THE TRUTH WITH METRICSIn some companies, those under the radar of SLA compliance may resort to doing the minimum instead of really solving the problem. This includes closing or reassigning customer tickets just to meet the ticket queue deadline. While a review of SLA monthly metrics may look like the help desk is meeting or exceeding metrics, in reality the quality of support had started a downward death spiral.2) DOING ACTIVITIES JUST BECAUSE THEY ARE IN THE SLAWhen creating the SLA, the customer/management may ask for services and reports because "they are nice to have" and they perceive them as free. However, once the SLA is in force, the help desk staf
“Hi Mr. Jones. Dr. Smith here. I just realized that the last time we saw you was 8 months ago. I'm wondering if you have any thoughts about coming back for additional care? I'd love to take care of your dental hygiene with you, and wonder what you'd need to see from me to feel comfortable coming back for follow up?”
USING FACILITATIVE QUESTIONS TO KEEP CLIENTS ACTIVE
Facilitative Questions like this will help clients who have bought your product at least once to decide to come back again. But, how do you get folks to bring in their friends, short of asking them point blank: "Would you refer your friends for me please?"
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunitie
When it comes to learning about a company’s client base, there is rarely anything more effective than a customer satisfaction survey. For decades, these surveys have given customers a chance to voice their concerns and sing the praises of the industries with which they deal. Very few argue against the efficacy of these mini-quizzes, acknowledging the surveys as a landmark tool toward open communication with the consumer. What has come into question, however, is the best way to get solid responses to the quizzes and questions put forth.The most commonly used methods of surveying clients involve contacting the customer via letter, phone, or e-mail. Other methods that are used – at a considerably larger expense – include face-to-face interviews and focus groups. Each of these methods has advantages and disadvantages that deserve discuss
USING FACILITATIVE QUESTIONS TO KEEP CLIENTS ACTIVE
Facilitative Questions like this will help clients who have bought your product at least once to decide to come back again. But, how do you get folks to bring in their friends, short of asking them point blank: "Would you refer your friends for me please?"
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunitie
If your non-profit organization is like many others, you receive half or more or your contributed income at the end of the year as part of what used to be called the "Christmas Appeal." In recent years it has come to be known as, in politically correct North America at least, the "Year-End Appeal" or "Seasonal Appeal."Which means your year-end appeal letter can make or break your year, financially speaking. Here are some tips on how to craft a winning year-end fundraising letter appeal package.1. Keep it simple One non-profit ministry that I shall not name mailed their year-end appeal letter in a poly bag along with their donor newsletter. They had been late in getting their newsletter in the mail and so, to save on postage, they mailed it along with the seasonal appeal letter. The campaign bombed, and bombed
Obviously, whether or not to use you, or choose your product, is a decision the person or company has to make. How do they choose to go out of their way to tell their friends or colleagues about you?
Here are some ideas:
If you own a company, your product and your service will bias further business opportunities. Get to know how customers perceive your product and service (and the service is even more important than the product). In some way connect and ask if you've given them what they deserve, and ask what they need to consider in order to recommend that their friends to do business with you:
* send a questionnaire;
* call the client to make sure they are happy;
* send an email;
* offer a gift – 10% off next purchase, etc.
Whatever it is, make sure it's easy for them to administer. There have been many gifts I've been offered if I make a referral but the gift is too difficult to get to – either it's technology that I have a difficult time downloading, or something I have to send away for. Too hard.
REFERRALS THROUGH FACILITATION
The other thing you can do is use a Facilitative Question that helps the client – or patient – decide to take an action:
“I hope you enjoyed the support/product/care you got from us. I'm also hoping that we made you happy enough to tell your friends about us, so that maybe we can offer your friends and colleagues the same level of care that we offered you. What would you need to see from me to know we could support folks you know, and make it comfortable for you to refer us?”
For some reason, we all assume that if we do good work, we'll be referred. But sometimes, people just plain forget. And sometimes, we've left something undone that makes it difficult to fix because we don't know we've done anything.
People who come back on th
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