HOW-TO: BE A
REFERRAL MAGNET
A Simple “Referral Hub” Approach
+Chris Mohritz | chris@mohritz.co
WHO THIS IS FOR
● B2B
● B2C
● Online business
● Local business
● Physical products
● Digital products
● Local services
● S...
OUR JOURNEY
● Devise a Plan
● Be Referable
● Target Them
● Educate Them
● Motivate Them
● Follow-Up
Interrupt me at anytim...
WHY THIS IS IMPORTANT
● Referrals are top-quality leads
● We are in the “attention economy”
● People are constantly distra...
WHAT IT LOOKS LIKE
Your
Client
You
Your Client’s
Contacts
Related
Companies
Survey
Reciprocity Referrals
Hub Referrals
Soc...
WHY THIS ROCKS
Several strategic byproducts:
● Clients tell others how great you are
● Companies tell others how great you...
TONS OF USES
● Marketing strategy for existing business
● Generate Word of Mouth exposure
● Find new products for customer...
DEVISE A PLAN
Step 1
OBJECTIVES
● Be the "go-to" for any services related to
your product or service
● Be a hero to your clients and other
busi...
THE PROCESS
1. Your client asks you for a referral
2. Give them 2-3 companies/options
3. Give them a referral survey to fi...
BE REFERABLE
Step 2
FIRST & FOREMOST
● Show up on time
● Do what you say
● Finish what you start
● Be polite (please, thank you, etc.)
CRITICA...
TARGET
Step 3
LIST RELATED BUSINESSES
Consider a generic instance of the result you are providing - what are all the
roles directly invo...
EXAMPLE: REAL ESTATE AGENT
Attorneys
Landscaping
NEW
HOME
Cleaning
Service
Insurance
Interior /
Exterior
DesignComputer
Re...
FRESH STREAM OF NEW COMPANIES
● Ask existing clients for recommendations
● They can tell you who are the cream of the
crop...
INTEGRATING NEW COMPANIES
● Gives you a reason to reach out to (cold
call) a new company
● Use the client’s testimonial as...
EXAMPLE: CLOCK REPAIR
● New customer called
● Asking for house-call repair
service
● Company rep drilled into
problems
● S...
EDUCATE
Step 4
REACHING OUT TO COMPANIES
● Send thank you cards to the companies you
plan to refer clients to
● Thank them for being the ...
MOTIVATE
Step 5
LET YOUR CLIENTS KNOW
● Encourage them through your existing
marketing channels (newsletter, website,
social media, etc.)
...
BE CREATIVE, HAVE FUN WITH IT
blog.referralcandy.com/2013/08/29/47-referral-programs/
ENSURING COMPANIES LIVE UP
● Because you inform the referred company of
the impending referral (and stress to your
clients...
FOLLOW-UP
Step 6
THE FEEDBACK LOOP
● Create a survey form to survey the clients
of any company you refer
● Helps keep companies accountable...
AUTOMATE
Step 7
SWITCHING TO AUTO-PILOT
● Entire system is easily delegated
● Preferably a “people person”
THINKING LONG-TERM
● This is not a magic bullet, takes work
● Add to existing business generation efforts
● Over time, it ...
TO SUM IT UP...
● Always be referable
● Be a helpful “go-to” resource
● Encourage habit of clients coming to you
● Always ...
Feedback?
Questions?
chris@mohritz.co
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HOW-TO: Be A Referral Magnet - A Simple "Referral Hub" Approach

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Need more referral business? What if those valuable referrals could happen intentionally, as a result of doing good work and putting yourself in the right place and at the right time.
Join us to learn about a system that attracts a steady stream of referrals to your business.

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HOW-TO: Be A Referral Magnet - A Simple "Referral Hub" Approach

  1. 1. HOW-TO: BE A REFERRAL MAGNET A Simple “Referral Hub” Approach +Chris Mohritz | chris@mohritz.co
  2. 2. WHO THIS IS FOR ● B2B ● B2C ● Online business ● Local business ● Physical products ● Digital products ● Local services ● Software services
  3. 3. OUR JOURNEY ● Devise a Plan ● Be Referable ● Target Them ● Educate Them ● Motivate Them ● Follow-Up Interrupt me at anytime for questions / comments
  4. 4. WHY THIS IS IMPORTANT ● Referrals are top-quality leads ● We are in the “attention economy” ● People are constantly distracted ● It will help everything else ● Unique approach ● Multiplier effect ● Get referrals from multiple sources ● It works! cdn.referralcandy.com/images/why-referral-marketing-is-awesome-by-referralcandy-590.jpg
  5. 5. WHAT IT LOOKS LIKE Your Client You Your Client’s Contacts Related Companies Survey Reciprocity Referrals Hub Referrals Social-Proof Referrals
  6. 6. WHY THIS ROCKS Several strategic byproducts: ● Clients tell others how great you are ● Companies tell others how great you are ● Your business grows without anyone seeing this strategy as a selling system ● Developing a habit vs. fight for mindshare
  7. 7. TONS OF USES ● Marketing strategy for existing business ● Generate Word of Mouth exposure ● Find new products for customer base ● Dedicated business (pay per lead) ● Creating a platform/following ● Generate community buzz ● Create a tribe
  8. 8. DEVISE A PLAN Step 1
  9. 9. OBJECTIVES ● Be the "go-to" for any services related to your product or service ● Be a hero to your clients and other businesses ● Do it once, reap rewards over & over ● Avoid (uphill) battle for mindshare ● A system that’s easily automated
  10. 10. THE PROCESS 1. Your client asks you for a referral 2. Give them 2-3 companies/options 3. Give them a referral survey to fill out afterwards 4. Tell respective companies about the referral (include client’s name) 5. Tell the companies you will be following up with client to see if they were happy with your referral 6. Send follow-up reminder to client 10 days later if you have not received the survey back 7. Send a copy of the survey to the referred company (with a feedback note from you)
  11. 11. BE REFERABLE Step 2
  12. 12. FIRST & FOREMOST ● Show up on time ● Do what you say ● Finish what you start ● Be polite (please, thank you, etc.) CRITICAL: Everything else breaks down if clients don’t trust that you’ll make them look good (in the eyes of who they refer)
  13. 13. TARGET Step 3
  14. 14. LIST RELATED BUSINESSES Consider a generic instance of the result you are providing - what are all the roles directly involved in creating, managing or benefiting from the result?
  15. 15. EXAMPLE: REAL ESTATE AGENT Attorneys Landscaping NEW HOME Cleaning Service Insurance Interior / Exterior DesignComputer Repair Pool Maintenance Handyman
  16. 16. FRESH STREAM OF NEW COMPANIES ● Ask existing clients for recommendations ● They can tell you who are the cream of the crop in various areas of specialty ● Send the nomination form out in your newsletter and by email ● Ask clients to send in their nominations (basically testimonials for the companies)
  17. 17. INTEGRATING NEW COMPANIES ● Gives you a reason to reach out to (cold call) a new company ● Use the client’s testimonial as the basis for adding the company to your referral Hub ● Ask for business cards (to send them more clients, like the one who suggested them) ● By stressing your desire to make sure your clients are treated well, you emphasize the image of being a concerned, and trustworthy, business “friend”
  18. 18. EXAMPLE: CLOCK REPAIR ● New customer called ● Asking for house-call repair service ● Company rep drilled into problems ● Suggested different type of battery ● New battery fixed problem ● Saved customer time & money ● Created a raving fan in 20 min phone call
  19. 19. EDUCATE Step 4
  20. 20. REACHING OUT TO COMPANIES ● Send thank you cards to the companies you plan to refer clients to ● Thank them for being the kind of business you want to refer ● Ask them for a dozen business cards for handing out to your clients ● No strings or requests attached ● Instill sense of reciprocity ● Is a complete reversal of status quo
  21. 21. MOTIVATE Step 5
  22. 22. LET YOUR CLIENTS KNOW ● Encourage them through your existing marketing channels (newsletter, website, social media, etc.) ● Ask them to contact you whenever they need any service related to your result
  23. 23. BE CREATIVE, HAVE FUN WITH IT blog.referralcandy.com/2013/08/29/47-referral-programs/
  24. 24. ENSURING COMPANIES LIVE UP ● Because you inform the referred company of the impending referral (and stress to your clients to mention they are your clients), the company should be motivated to be on their best behavior ● They should also be aware that a survey will be sent out (to the client) to check up on them
  25. 25. FOLLOW-UP Step 6
  26. 26. THE FEEDBACK LOOP ● Create a survey form to survey the clients of any company you refer ● Helps keep companies accountable ● Helps avoid sending referrals to a company that isn’t delivering on the promise
  27. 27. AUTOMATE Step 7
  28. 28. SWITCHING TO AUTO-PILOT ● Entire system is easily delegated ● Preferably a “people person”
  29. 29. THINKING LONG-TERM ● This is not a magic bullet, takes work ● Add to existing business generation efforts ● Over time, it will build a network that brings in a constant flow of new business from many corners of your community ● When appropriate, you can approach the companies to pay for advertising slots in an online listing and/or printed directory that periodically sent to your clients
  30. 30. TO SUM IT UP... ● Always be referable ● Be a helpful “go-to” resource ● Encourage habit of clients coming to you ● Always get feedback ● Generate goodwill with clients ● Generate reciprocity with businesses ● System works, but you must work the system
  31. 31. Feedback? Questions? chris@mohritz.co

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