Create a Flood Of Referrals With TOMA! - Rod Moore

Every small business owner knows this one simple truth ...

Referrals are the best source of new business.

How different would your business be if you had created a steady stream of referrals? How easy would your business life be if practically every day you received a new referral that was highly qualified and ready to business with you?

I can imagine you are sitting their salivating at the very thought of it, right?

The great thing about referrals is that they generally come to you ready to do business with you. Referred clients are typically the easiest to deal with and often the most profitable clients as well.

The usual business cycle of taking a prospect though the Know you, Like you and Trust you phases is fast tracked when someone is referred to you. And you want to know the best thing about referred clients?

Referred clients are the most likely to refer others to you!

The fact that they were referred to you means that they are far more likely to refer others to you as well. So when you create some momentum of referred business you can really get on a roll with new referred clients coming to you faster than you can handle.

So by now you are probably wondering ... How do you create a stream of referrals?

The most effective way I know of is to focus on building TOMA.

TOMA = Top Of Mind Awareness.

The goal in business should be to create TOMA with as many people as you possibly can. That is why the acquisition of a database of your prospective clients is critical ... It gives you the opportunity to create TOMA with them.

When you create TOMA within your target market what you are in effect doing is owning the mind space of your target market for your business category. So when a small business owner thinks they need help with marketing the only person they can think of is Rod Moore.

Now TOMA is even more powerful than that.

Consider this scenario ... Lets say Bob has been on my database for a few months and each week reads my Attraction Marketing Newsletter. At this point he has not had a need for my services however over the last few months we have develop strong TOMA with Bob.

Then one weekend Bob is out playing golf with a group of friends on the weekend. One of them Steve is a Financial Planner who is going on and on about how his income has dropped due to the share market volatility. Steve mentions that he really needs to ramp up his marketing.

Instantly out of his unconscious mind Bob thinks of that Rod Moore guy who does the Attraction Marketing ... And because people love to give referrals he mentions my name.

Now okay ... That is a made up example ... But you get my point right? The more people you can own the mindspace of the greater the chance of you receiving referrals.

So what if there was an easy way to create TOMA that led to a steady stream of referrals?

What if there was a simple system that actually generated referrals like you have never seen before in your business? Would that get your attention?

For years sales trainers and the like have told us of the power of sending hand written thank you notes and cards. They have said that if you send just two cards a day then within a short period of time you will generate a flood of new referrals.

In fact I know one professional speaker here in Australia who has used the hand written card technique to great effect. Last I heard she had won speaker of the year which is testimony to her consistent use of hand writtern cards.

So why do hand written cards work?

Well because of the effort taken to write them out. People appreciate the fact that you have taken time out of your day to send them a card of thanks. It seperates you from the vast majority who will not take the time. So you are more likley to be remembered and appreciated.

Now if you are sitting there thinking that you send emails and that should get the same result then think again. Emails are too easily ignored and easily deleted. There is not the same level of commitment to send an email as there is to go and select just the right card, write a personal message, stick it in an envelope, place a stamp on it and post it.

People appreciate receiving hand written cards of thanks and more likely to remember you!

I remember twenty years ago when I first got into sales. I was sitting in the audience listening to Tom Hopkins (Master Sales Trainer) talking about this very idea. Just send two hand written cards a day he said. I remember thinking what a great idea and resolving to do what Tom suggested.