{"id":6774,"date":"2025-01-20T16:45:45","date_gmt":"2025-01-20T16:45:45","guid":{"rendered":"https:\/\/www.blueleaf.com\/blog\/i-hope-he-never-pays-us-admits-ceo-of-software-company\/"},"modified":"2025-01-20T16:45:46","modified_gmt":"2025-01-20T16:45:46","slug":"i-hope-he-never-pays-us-admits-ceo-of-software-company","status":"publish","type":"post","link":"https:\/\/www.blueleaf.com\/blog\/i-hope-he-never-pays-us-admits-ceo-of-software-company\/","title":{"rendered":"\u201cI hope he NEVER pays us,\u201d admits CEO of software company"},"content":{"rendered":"

\"BusinessIt happened yesterday.<\/p>\n

During a 10:30am meeting in downtown Boston, the CEO of a financial services software company exclaimed, \u201cI hope he NEVER pays us,\u201d to a room full of employees.<\/p>\n

Everyone nodded.<\/p>\n

While most CEOs – and other top executives – focus their teams on how to funnel more and more customers through their sales process, and collect more and more money from customers once they\u2019re in, Prendergast doesn’t feel the need to fit that standard. If he had it his way, a substantial portion of customers would go months – even years – without paying the company a single dime.<\/strong><\/p>\n

The \u2018he who shall never pay\u2019 of this particular conversation is a highly-regarded CFP\u00ae who is currently sitting on the longest runway of free access to Blueleaf the company has ever seen – and it\u2019s a runway that is only getting longer.<\/p>\n

\u201cIf he keeps this up he might never pay again,\u201d Prendergast counted “that would be great.”<\/p>\n

\n

What’s going on here?<\/h3>\n

It’s a simple equation:<\/p>\n

Software user is happy + Talks about software = Free software for everyone.<\/span><\/p>\n

It’s called a Priority Referral Program. (If it’s not available with one of your software providers, ask why?<\/em>)<\/p>\n

Here’s how it works at Blueleaf: Each user is given the freedom to hand out a $500 credit to their colleagues by simply introducing them to Blueleaf<\/a>. Then, when the friend decides to subscribe, the customer gets $500 credit, too.<\/p>\n

Give $500, get $500<\/em> at a steady clip of referrals? #HeWillNeverPay<\/strong><\/p>\n

\n

How can you apply this in your firm?<\/h3>\n

Build your own equation.<\/p>\n

CLIENT is happy + Talks about YOU = *insert something to say Hi and Thanks*<\/em><\/p>\n

– It starts with a truly happy client. Referrals don’t work<\/a> if the people you service aren’t happy with you, your value or the way you run your business. This is well-known by everyone at Blueleaf. Make sure your staff understands your business’ core values, too.<\/p>\n

– Then, you need to be remarkable<\/a>. Make it incredibly easy for them to want<\/em> to talk about you. For us, we knew no one would want to talk about ‘decent’ software with ‘decent’ service, so we gave them something to talk about.<\/p>\n

– Lastly, what\u00a0you give in return\u00a0must be two-fold. First, equip clients with the power to give something away<\/em> to their referred friends, like we do with the $500 Blueleaf credit. Second, give your client a thank-you by adding even more value to the relationship you share. Think about this for a while. Hint: Free iPads don’t make the cut.<\/p>\n

@blueleafadvisor<\/a> Any practical ideas for how to apply this in a practice?<\/p>\n

\u2014 Susie Munro (@sixpencemedia) September 4, 2014<\/a><\/p><\/blockquote>\n