By: Graves Burke
“I don’t spend any money on advertising!”
“All my clients come from ‘word of mouth’”
They say with their chest puffed out and a HUGE smile on their face (like this is a good thing.)
I hate to burst your bubble.
If you believe these are good ways to grow your business, you’re believing a lie.
Don’t get me wrong “Word of Mouth” can be a really good way to get clients, but it’s the LAST way you should RELY on GROWING your business.
And here’s why…
Reason #1: What’s the first thing someone asks the person referring them the business?
The first thing is (99.9% of the time) “How much do they charge?”
AND NOW you’re stuck.
How on earth can you ever raise your prices if the people coming to you already have it in their head what you’re going to charge?
Now you’re fighting an uphill battle.
You’ve just become a commodity and there’s no way out of this if you continue to rely on “word of mouth” advertising exclusively.
Reason #2 – “Birds of a feather flock together”
People tend to hang out with and associate with people that are just like them.
So if you’re finding yourself waking up each morning dreading that call or email from your existing clients then you’re STUCK in a major way.
Because those clients might refer you new business, but guess what….
The new prospects are going to be EXACTLY the same pain in the butt your current clients are.
Wonderful, you’re not spending any money are advertising, BUT you’re stuck with crappy clients referring you more crappy clients and there’s nothing you can do about it.
Reason #3 – What if you mess up?
How are you going to get new referrals if you don’t go massively above and beyond with each and every job?
Answer: You’re not!
Because you’re relying on “word of mouth” you now have to go WAY above and beyond what you’re getting paid for.
You have to answer every email within 10 mins.
You have to answer every phone call when they dial you up.
You have to be there early and stay late.
You can’t rely on your employees to do as good of a job as you because if they mess up there goes your chance at a referral.
(I could keep going, bt I think you get it.)
You’re now working more hours, fielding more customer service, and crossing your fingers that they will tell their friends about you.
AND worst part of all…
People are 7 TIMES more likely to share a bad experience than they are a good experience.
So if you do mess up (which we all do on occasion) 7 times more people will hear about it.
Good luck getting that referral now, right?
Reason #4 – You have no control.
Can you control the flow of new clients coming to you by relying solely on “word of mouth”?
What happens if no one talks about you next week?
What happens if no one sends you any referrals?
How are you going to keep your doors open?
How are you going to pay your staff?
How are you going to feed your family?
You have absolutely no control of your business success relying on “word of mouth” do you?
So here’s the deal…
You think it’s a point of pride.
Truth is, it’s NOT.
It’s actually a MASSIVE TRAP you’re falling in and you don’t even know it.
Until you fix this, until you get successful, scalable, advertising channels in place you’re going to be:
– Working 1000 times harder than you have to.
– Forever stuck at the same price point, afraid to charge more, because you know you’ll lose business.
– Stuck with the same types of pain in the butt clients you have.
– Always at the mercy of “crossing your fingers” and hoping your past clients tell others about you.
Once you fix this.
Once you get solid marketing channels in place that run on autopilot
You are now able to charge whatever you want.
You are now able to fire pain in the butt clients.
You are now able to control your flow of new clients coming to you day in and day out.
And that will allow you to:
Release that stress of not knowing where your next sale is coming from.
Spend more time with your family, completely unplugged from your phone and emails.
Work with way better quality clients that put you in front of more clients just like them
(YEAH! Remember that whole “birds of a feather” thing? Well it can work in your favor too, if you’re in front of SUPER AWESOME clients to begin with.)
Stop thinking like you’re doing something right by only having “word of mouth” marketing and start putting systems in place to bring you your ideal clients every day.
THEN you’ll start to see your business AND (more importantly) your life change in ways you never thought possible.