Our firm recently held focus group dinners for some of our best clients, asking them how we're doing and what they would appreciate us doing for them in the future. Many incredible insights were gained during these events, but one jumped out as most interesting to me. Our clients overwhelmingly believe we should grow our business and attract new clients like themselves through word of mouth. With almost fist-pounding-on-the-table collective passion, they declared that we need to focus on growing by word of mouth. They do not want us to host a radio show, or become TV stars. They want us to serve them at a high level and allow them to tell others about us.
That's what we want too!
But wait, if that's the case, if we both want the same thing, then why aren't we all a bit better at it than we are? What's stopping you, our favorite clients, from announcing from the mountaintops the ridiculously great value we provide to you and the sleep-filled nights gained through this trusting relationship? Shouldn't we be receiving scores of calls from your friends, family, and co-workers who match our ideal client profile?
