Hello everybody, Mickey Griffith here with the Referral Institute in the North San Francisco Bay area. What I’d like to talk with you about today is the reward that you get from your client. Yeah, so different than what we talked about a little bit ago which was what are the rewards that they get. But what’s your reward? I don’t mean money. If money was your first answer, that’s okay but that’s not exactly what we’re looking for here. If money was the only thing that you were getting out of your business, there’s a good chance you would walk away from your business, and if you’re leading with that in conversations and telling people that that’s what you want the most is money, you could be turning off some relationships that could be benefiting you greatly. So let’s look a little deeper.
What’s the real gratification that you get from your clients? What is that thing that they give you that’s not a written thing or not a tangible thing? So one of the rewards that I get in my hobby as a woodworker, I was just sharing with some friends, is I get to see what’s done. I get to look at something physical that I made, that’s finished and hopefully looks good, and I get to say, “I made that, my time, my creativity, my skills, whatever it was made that” and I get to say that, that I did that. There’s a deep level of satisfaction for me in that as a hobby.
Now in my work, I get to do wonderful things, amazing things with my clients but they don’t typically have something that’s a solid, tangible return that I get to see. I’m looking for different types of gratification than just the money. For me, one of the most important things that I look for with my clients, and the reward I want them to get, is that they walk away with the ability to shine in their own unique way and really draw the people into their lives that they want. The people that give them referrals on a regular basis but also people that they care about, that are deeply impacting their life and the lives around them. I want my clients to walk away with that. That’s the reward I hoped that they get. The reward that I get from that is several things. I get to watch them light up. I get to see this look in their face when they start to realize things, these eye-opening moments, absolute pure gratification for me.
I also like to be recognized for what I’ve done, and my clients tend to do that really well because I’m focused on bringing in people that have that as part of who they are. They’re really good at recognizing people who have helped them, and it’s not a selfish thing or something that I feel like I should be embarrassed about. I like to be told that I’ve been an important part of somebody’s life and their business. And I get that all the time through an amazing group of clients.
So it’s important for us to understand what our reward is that we get from our clients because it’s one of our major motivating factors when we’re out there trying to build business. And if we can relay that through our referral sources, they’ll know the kind of clients that will feed that kind of need for us. So it’s important for you to know what’s that great, deep satisfaction that you get from clients and what type of clients provide that for you? If you can articulate that with referral sources you’ll be well ahead of the game.
I’m Mickey Griffith with the Referral Institute.