We’re always looking for the secret. The secret sauce that keeps our clients and customers coming back for more. I’m positive I’ve found it, but it’s not what you think.

It’s a foundational principle, not a tactic. It’s housed in the most complex mixing bowl of all – your brain – and only YOU can deliver it. Everyone get’s the same ingredients and the best part is that everyone makes it their own special sauce.

It’s a Mindset. Specifically a Referral Mindset. Regardless of your industry, product or service, tangible or intangible being Referable is key to more business.

1) Learn to network. I’m sure you think you have this one in the bag. My experience is that only about 2% of all business owners and entrepreneurs know how to network. Send me your definition of networking and I’ll let you know if you’re on the right track. (Hint: it has very little to do with handing out business cards)

2) Be referable. It’s obvious to make all your contact information available. Website, email, mobile phone, etc. The most important part of being referable is follow up. People dislike it when people don’t do what you say. If you say you can help someone with product or service you better be able to show them. Educate your current customers about what you do, how you do it, and who would be your ideal client. And then do it well, and often.

3) Expect referrals. Earn it, ask for it, expect it. Lather, Rinse, Repeat. If you ask for referrals and then do business with that referral then they are already “trained” that you do business by referral. They expect you to ask them for referrals so expect that they know others that need, want, and have the means to enjoy what you have.

(This is where the mindset really sets in!)

Combine these ingredients and you’ve got a recipe for success!