7 Steps to
build a REFERRAL
based business
Your Presenter David Guest
Winner Global Marketing Coach 2012
Winner Global ActionMAN 2011
Winner Asia Pacific Marketing 2...
A little bit about…ActionCOACH
•  The “World’s No.1 Business Coaching Team”
•  More than 1,200 Coaching Offices in 46 coun...
Partners
PositionMe Online
National IT Solutions
Synapse IT
Account Keeping Plus
Average Number of
Marketing Messages
• 1992 – 2,000 messages per day.
• 1993 – 3,000 messages per day.
• 2012 – 30,000 mes...
My Purpose…
• Get YOU more referrals
• Pre-Qualified Incoming Leads
• Shorter Sales Cycles
• Premium Pricing
• Infinite Li...
The Ancient Raspberry
Reasons
Results
Is the Failure
to PARTICIPATE!
The ONLY ...
Give 100% and…
You will get 100% ...
FAILURE
To make sure you get the
most out of your learning…
I KNOW!
To Make Sure You Get the Most Out of
Your Learning ... You Must Be Willing to
Have Some ...
FUN
Why?
Referrals convert > 70%
Survey 63.4% of businesses said
over half their business comes
from referral.
79.9% of those ...
The
Realities
of
REFERRALS
The Referral Engine – John Jantsch
#1 People make
referrals
because
they need to
#2 All business
involves risk
#3 Nobody talks
about boring
businesses
Paddi Lund
•  By Invitation Only.
•  works only 22 hours a week
makes 3 times more.
•  His team never leave, and his
custo...
C.N.E.’s
• Essentials
• Non-Essentials
• Critical Non-Essentials
• Super Critical Non-Essentials
#4 Consistency
builds trust
#5 Marketing is
a system
Know
Customers
3%
Buying Now
7% Open to it
30% Not Thinking About It
30% Don’t Think They’re Interested
30% Know They’re Not Interested
S...
Know
Like
The Law of Value
Your true worth is
determined by how much
more you give in value than
what you take in payment.
The Go Gi...
Old Marketing
Product
Price
Place
Promotion
New Marketing
Content
Context
Connection
Community
The Law of Compensation
Your income is determined
by how many people you
serve and how well you
serve them.
The Go Giver –...
Melbourne
Business Book Club
Know
Like
Trust
What Business Are You In?
Client
Intimacy!
EXPECTED
REQUESTED
SUGGESTED
LAGNIAPPE
CLIENT INTIMACY…
T
R
U
S
T
Know
Like
Trust
Try
Instead of
whacking
bushes,
light
candles!
The Game of Business
Know
Like
Trust
Try
Buy
Moments of Truth
Times when it
really counts to
impress with
your service…
SERVICE
PRODUCT
COMMODITY
EXPERIENCE
Know
Like
Trust
Try
Buy
Repeat
People leave because ...
1% - Death …
3% - Move House …
5% - Buy from a Friend …
9% - Sold to by a Competitor …
14% - Prod...
DEFECTED
COMMODITY
REPEAT
LOYAL
MISSIONARY
Stratify your clients…
Frequency Trust
Ex Ex
H M
M
L L
0 0
Ideal Customer
A
B
C
Dead
an't deal with
wesome
asic
Know
Like
Trust
Try
Buy
Repeat
Refer
Abundance
Expect Referrals
What is your PURPOSE?
Passion Pervades the whole
company
You are doing them a favour!"
95%
60%
40%
Good
Idea
Statements vs Likelihood
Study by Brigham Young University in 1993
10%
25%
Stated
When
50%
Commit
To...
Quoting E. James Rohn ...
“Never wish your life were
easier ... Wish that YOU
were better.”
“Work harder on yourself
than ...
Referral Kick Start
Program
•  Get Clarity on Your Vision
•  Magnetic Marketing System
•  Create Missionaries
•  Automate ...
Referral Kick Start
Program
•  Limited to 8 businesses per
group
•  Unlimited coach access
•  ROI Coaching
There is no
traction…
Without
ACTION
7 steps to build a referral based business Business Coach Melbourne - David Guest
7 steps to build a referral based business Business Coach Melbourne - David Guest
7 steps to build a referral based business Business Coach Melbourne - David Guest
7 steps to build a referral based business Business Coach Melbourne - David Guest
7 steps to build a referral based business Business Coach Melbourne - David Guest
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7 steps to build a referral based business Business Coach Melbourne - David Guest

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7 Steps to Building a Referral Based Business...


How to massively reduce your marketing costs and stress...


Too many business owners are wasting money on fruitless advertising techniques only to be frustrated with the results. The R.O.I. (return on investment) of traditional advertising is dramatically diminishing.

With social media, mobile apps and the increased ability to communicate, it is more important now than ever to make sure your business markets itself.

Most business owners think that referrals are outside of their control, all they can do is the best job possible and hope their customers refer. Some even feel that it's inappropriate to ask.

The truth is that there is a formula and process to build your business into a referral generating machine.

Imagine getting a constant stream of pre-sold, highly qualified prospects that are ready to buy from you right now, regardless of your price.

We are putting on a half day workshop that will unlock the secrets to building your business so that your marketing is built right in to your product or service.

That means you'll be able to focus more on creating a profit, and less on what the competition is doing. Not only will you learn the steps to build a referral generating business, you'll also see some case studies that show how this strategy can be applied to almost any business.

You'll walk away with practical, proven strategies and a referral plan that will revolutionize your business.

Getting referrals is the holy grail of business, now you can find out how you can get even more of them, all day, every day.

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Transcript of "7 steps to build a referral based business Business Coach Melbourne - David Guest"

  1. 1. 7 Steps to build a REFERRAL based business
  2. 2. Your Presenter David Guest Winner Global Marketing Coach 2012 Winner Global ActionMAN 2011 Winner Asia Pacific Marketing 2011 Winner Asia Pacific ProfitCLUB 2011 Winner Global ActionMAN 2010 Winner Asia Pacific Team Coach 2010 Finalist Asia Pacific Best Client Results 2009 Finalist Asia Pacific Coach of the year 2009 Finalist Asia Pacific Best Client Results 2008 Finalist Asia Pacific Coach Of The Year 2008 Finalist Asia Pacific Seminar Coach 2008 Finalist Marketing Coach Asia Pacific 2008 Winner Best Client Results 2007 Winner Asia Pacific ActionMAN 2006 Winner Asia Pacific Most Improved 2003 Global Training Team WINNER Global Marketing Coach 2012
  3. 3. A little bit about…ActionCOACH •  The “World’s No.1 Business Coaching Team” •  More than 1,200 Coaching Offices in 46 countries world- wide … •  Privately owned and founded by Brad Sugars, an Entrepreneur with Multi MILLION net worth … •  Our Vision is to create “World Abundance through Business Re-education …” •  We coach over 10,000 businesses per year across Australia, USA, UK, New Zealand, Europe, Malaysia India, and Canada …
  4. 4. Partners PositionMe Online National IT Solutions Synapse IT Account Keeping Plus
  5. 5. Average Number of Marketing Messages • 1992 – 2,000 messages per day. • 1993 – 3,000 messages per day. • 2012 – 30,000 messages per day!
  6. 6. My Purpose… • Get YOU more referrals • Pre-Qualified Incoming Leads • Shorter Sales Cycles • Premium Pricing • Infinite Lifetime Value
  7. 7. The Ancient Raspberry
  8. 8. Reasons Results
  9. 9. Is the Failure to PARTICIPATE! The ONLY ... Give 100% and… You will get 100% ... FAILURE
  10. 10. To make sure you get the most out of your learning… I KNOW!
  11. 11. To Make Sure You Get the Most Out of Your Learning ... You Must Be Willing to Have Some ... FUN
  12. 12. Why? Referrals convert > 70% Survey 63.4% of businesses said over half their business comes from referral. 79.9% of those had no referral system
  13. 13. The Realities of REFERRALS The Referral Engine – John Jantsch
  14. 14. #1 People make referrals because they need to
  15. 15. #2 All business involves risk
  16. 16. #3 Nobody talks about boring businesses
  17. 17. Paddi Lund •  By Invitation Only. •  works only 22 hours a week makes 3 times more. •  His team never leave, and his customers are clamouring to buy his services. •  Paddi loves coming to work and has a rich, fulfilling life as a result.
  18. 18. C.N.E.’s • Essentials • Non-Essentials • Critical Non-Essentials • Super Critical Non-Essentials
  19. 19. #4 Consistency builds trust
  20. 20. #5 Marketing is a system
  21. 21. Know
  22. 22. Customers
  23. 23. 3% Buying Now 7% Open to it 30% Not Thinking About It 30% Don’t Think They’re Interested 30% Know They’re Not Interested Stadium Pitch The Ultimate Sales Machine – Chet Holmes
  24. 24. Know Like
  25. 25. The Law of Value Your true worth is determined by how much more you give in value than what you take in payment. The Go Giver – Bob Burg & John Mann
  26. 26. Old Marketing Product Price Place Promotion
  27. 27. New Marketing Content Context Connection Community
  28. 28. The Law of Compensation Your income is determined by how many people you serve and how well you serve them. The Go Giver – Bob Burg & John Mann
  29. 29. Melbourne Business Book Club
  30. 30. Know Like Trust
  31. 31. What Business Are You In? Client Intimacy!
  32. 32. EXPECTED REQUESTED SUGGESTED LAGNIAPPE CLIENT INTIMACY… T R U S T
  33. 33. Know Like Trust Try
  34. 34. Instead of whacking bushes, light candles!
  35. 35. The Game of Business
  36. 36. Know Like Trust Try Buy
  37. 37. Moments of Truth Times when it really counts to impress with your service…
  38. 38. SERVICE PRODUCT COMMODITY EXPERIENCE
  39. 39. Know Like Trust Try Buy Repeat
  40. 40. People leave because ... 1% - Death … 3% - Move House … 5% - Buy from a Friend … 9% - Sold to by a Competitor … 14% - Product/Price … 68% - PERCEIVED INDIFFERENCE
  41. 41. DEFECTED COMMODITY REPEAT LOYAL MISSIONARY Stratify your clients… Frequency Trust Ex Ex H M M L L 0 0
  42. 42. Ideal Customer A B C Dead an't deal with wesome asic
  43. 43. Know Like Trust Try Buy Repeat Refer
  44. 44. Abundance
  45. 45. Expect Referrals What is your PURPOSE? Passion Pervades the whole company You are doing them a favour!"
  46. 46. 95% 60% 40% Good Idea Statements vs Likelihood Study by Brigham Young University in 1993 10% 25% Stated When 50% Commit To Someone Else Commit Date To Share Progress Said I’ll do it Specific Plan
  47. 47. Quoting E. James Rohn ... “Never wish your life were easier ... Wish that YOU were better.” “Work harder on yourself than you do on your job ...”
  48. 48. Referral Kick Start Program •  Get Clarity on Your Vision •  Magnetic Marketing System •  Create Missionaries •  Automate you Referrals
  49. 49. Referral Kick Start Program •  Limited to 8 businesses per group •  Unlimited coach access •  ROI Coaching
  50. 50. There is no traction… Without ACTION

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