Never Throw Business Away

By Debbie Allen, All Rights Reserved

While writing my book, Confessions of Shameless Internet Promoters, I contacted dozens of Internet marketing experts from around the world. During just one hour via e-mail, I had written to and received e-mails from all over the US, Canada, Mexico, the UK and Australia. That is five countries around the globe in just ONE HOUR. The power and the access to the world is now available to all of us at lightening speed.

Here’s an example of how the amazing power of the Internet can find endless opportunities: A year ago, I had a client in Australia that was in search of another speaker like myself that is an expert in marketing and retail, but that lived in Australia. Since I live in Phoenix, Arizona US, I did not know a soul in Australia, much less a great speaker in the same niche market and the same topic of expertise my client was looking for. But, following my motto to “Never Throw Business Away”, I set out to find my Australian client a dynamic expert that lived in her country.

First, I did a search on Yahoo – Australia. Since my site comes up very high on the search engines and directories when typing in the keywords retail speaker, I was surprised that another speaker appeared first on the list. John Stanley – who is this John Stanley I thought. I clicked onto his site and viewed it in great detail. I discovered that I had some tough competition on the other side of the world. Not only was John an expert in retail, he was the perfect fit for my client. So I sent him an email with the client’s contact information. Now you may be thinking, why would you send your client to your competition?

Here are 5 BIG reasons why:
 

1. My client would have found this speaker on her own doing a search on the Internet or by contacting a Speakers Bureau anyway. So, why not be the hero and help out the client at the same time.
    
2. Servicing my clients is first and foremost on my list of priorities. I take ordinary service and turn it into extraordinary results. This is easy to do, just stop selling and start servicing and you reap amazing results.
    
3. My clients are pleasantly surprised that I would not only refer them to a competitor, but that I would take the time to personally introduce them. My referrals are often sent in the form of an email (first choice because it is quick, easy and effective), personalized letters or one-on-one in person.
    
4. Business will come back to you many times over when using this method effectively. I have personally experienced this for years in the many different businesses I have owned. Most people are afraid of their competition and, therefore, avoid them. This builds up a wall around you and a competitor who happens to have the same core customer base as you do. Don’t’ fight ‘em – join ‘em! Build alliances and send them business. It is a win-win for everyone involved! You service your customer, help out your competition, and they in turn will most likely turn around and help you back. Note: If after sending numerous referrals to my competition with no reciprocating action, I simply stop sending the referrals and find another expert competitor that is willing to trade referrals fairly.
   
   
5. People like to do business with people that they like, and they like people that treat them fair, honesty and who truly care about making personal connections and offering supportive service. That’s just good business!