Referral marketing works

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Rae Stonehouse aka Mr. Emcee shares the presentation slides that he used at a recent meeting of the Okanagan Business Referral Group (Thursdays). His presentation is entitled "Referral Marketing Works."

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Referral marketing works

  1. 1. Referral Marketing Works Presented by Rae Stonehouse aka Mr. Emcee
  2. 2. Referral marketing is typically used by…
  3. 3. Real Estate Brokers & Insurance Agents Referral marketing is typically used by…
  4. 4. ? Where do you get your customers?
  5. 5. 8 out of 10 will likely say “word of mouth” Where do you get your customers?
  6. 6. New York Times article says that 65% of business comes from referrals.
  7. 7. Yet a separate survey by best-selling author John Jantsch found that 79.9% of businesses have no system for generating referrals. Where do you get your customers?
  8. 8. Further research says that referrals count at least 4X greater than any other type of lead. Where do you get your customers?
  9. 9. Do you have a system in place to generate referrals? Where do you get your customers?
  10. 10. Reasons for not … What was holding them back?
  11. 11. Reasons for not … 1) Uncomfortable asking for referrals. What was holding them back?
  12. 12. Reasons for not … 2) Don’t know how to ask. What was holding them back?
  13. 13. Reasons for not … 3) Don’t know when to ask. What was holding them back?
  14. 14. Reasons for not … 4) Don’t have a system in place to ask every customer, every time. What was holding them back?
  15. 15. When you ask for a referral there are at least 3 parties involved. The Problem
  16. 16. The Problem You! i.e. your business. It can be difficult to ask for a referral when you don’t have a clear idea of what it is you have to offer. How can you expect someone to refer you when you yourself don’t understand what you offer? Are you referable?
  17. 17. The Problem You! i.e. your business. Your connection. Your connection or client may not have a clear understanding of what services you provide and how they can refer you to another. They may also be concerned that your reputation may affect their reputation.
  18. 18. The Problem You! i.e. your business. Your connection. Your connection’s connections. Your connection’s connections have to rely on what your connection has told them about you. Do they have enough details to make a referral?Your
  19. 19. A Solution
  20. 20. A Solution The Referral Kit to promote you & your business
  21. 21. A Solution Step One: Brainstorm a collection of questions that would be of value to your ideal customer.
  22. 22. A Solution Step Two: Create a collection of Q&As that your ideal customer should be asking.
  23. 23. A Solution Step Three: Provide & document your understanding of the client’s problem. Don’t necessarily provide a solution at this point.
  24. 24. A Solution Step Four: Add promotional content to your kit. Examples: blog posts, articles, testimonials and if appropriate sales info
  25. 25. A Solution Your kit can be on paper that you can actually hand to someone or electronic that can be forwarded by e-mail.
  26. 26. A Solution When do you ask a client for a referral?
  27. 27. A Solution Do you know anyone else that we can help?
  28. 28. A Solution
  29. 29. A Solution
  30. 30. A Solution What about OBRG? Okanagan Business Referral Group (Thursday) Join us for a complimentary breakfast at the Capri in Kelowna. See how referral marketing can work for you.
  31. 31. Tat
  32. 32. Referral Marketing Works Was Presented by Rae Stonehouse aka Mr. Emcee 250-451-6564 www.mremcee.com

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