Get More Referrals


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Make 2011 your best year ever get 4 times more referrals than you get now, and ..get your customers to do the selling for you

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Get More Referrals

  1. 1. How To Get 4 Times The Referrals & Automate The Process
  2. 2. The Top 3 Marketing Problems: <ul><li>There’s never enough money for marketing </li></ul><ul><li>What you spend doesn’t work </li></ul><ul><li>You don’t have any system to automatically bring you more business </li></ul>
  3. 3. The Solution <ul><li>You need marketing that works that doesn’t cost much </li></ul><ul><li>You need to stop spending your money on marketing that doesn’t work </li></ul><ul><li>You need a simple, automated system to build your business </li></ul>
  4. 4. Priorities for New Clients: <ul><li>Make sure every dollar spent is tracked. You can’t improve what you can’t measure </li></ul><ul><li>Set up a system to keep the customers you have and make sure you are their ONLY source for what you do </li></ul><ul><li>Set up a referral system to get a steady stream of referrals </li></ul><ul><li>Then, and only then , spend money on marketing to find new customers </li></ul>
  5. 5. Why Do You Lose Customers? <ul><li>Survey Results Reported By Dan Kennedy: </li></ul><ul><li>1% die </li></ul><ul><li>3% move away </li></ul><ul><li>5% follow a friend or associate’s advice and change </li></ul><ul><li>9% change because they perceive a better value is available elsewhere </li></ul><ul><li>14% change because of product or service dissatisfaction </li></ul><ul><li>That totals 32% - what about the rest? </li></ul>
  6. 6. <ul><li>68% leave because </li></ul><ul><li>they didn’t feel </li></ul><ul><li>&quot;wanted&quot; or valued </li></ul>
  7. 7. <ul><li>Most businesses owners agree they need to stay in touch with their customers </li></ul><ul><li>But who has the time ? </li></ul>
  8. 8. People Make Decisions Three Different Ways… 1. Existing relationships
  9. 9. People Make Decisions Three Different Ways… 2. Ask a trusted source for a referral
  10. 10. People Make Decisions Three Different Ways… 3. From advertising
  11. 11. + Make Purchases Without Looking at Advertising!
  12. 12. Where you get new customers. REFERRALS ADVERTISING Where you spend your money. ADVERTISING REFERRALS
  13. 13. The Secret To Getting A Lot of Referrals: “Customer Satisfaction” Is NOT Good Enough Go Beyond the Unexpected Amazed! Exceed Expectations Happy and Thrilled Meet Expectations Satisfied REFERRAL ZONE
  14. 14. Tips to on how to “amaze” your clients. <ul><li>You must always give them something to talk about! </li></ul><ul><li>You need to set yourself apart from any and all other “service” experiences that they have encountered. </li></ul><ul><li>Exceed “far beyond” their expectations starting from the first encounter. </li></ul><ul><li>It needs to be “systematic.” </li></ul>
  15. 15. 7 Ways To Bring Your Business a Flood of Referrals 10 More Come With the “Send Out Cards” System That We Don’t Have Time To Cover Today
  16. 16. Number 1: <ul><li>Ask Your Clients </li></ul><ul><li>For Referrals </li></ul>
  17. 17. How to Automate the Process of Asking For Referrals
  18. 18. Use Referral Cards To Do the “Asking” for You
  19. 19. Use Referral Cards To Do the “Asking” for You
  20. 20. Use Referral Cards To Do the “Asking” for You
  21. 21. Number 2: <ul><li>Thank People For Giving You a Referral </li></ul>
  22. 22. “ Once you build your client base up to a large number, then the referrals start coming in. We get referrals by not asking for them, but by thanking people for them . I’ve tried every referral system in the world, I’m sure there’s some great ones out there, but none of them seem to work real well for me. As soon as I stopped asking for them and started thanking people for the referrals that we’re getting, all of a sudden we started getting a ton more referrals . It just builds on itself.” Craig Randall
  23. 23. <ul><li>Always obey any industry specific restrictions. </li></ul><ul><li>Quickly recognize the referral. </li></ul><ul><li>The gift should be high quality and should be “relevant.” </li></ul><ul><li>Include a card that specifically refers to the name of their referral and why referrals are important to your company. </li></ul>4 Rules for Thanking People
  24. 26. Send Photographic Appreciation Cards
  25. 27. Number 3: <ul><li>Have Lunch With A Prospective Referral Source Every Week </li></ul>
  26. 28. AUTOMATE Your Referral Lunch System! Make a list of top 100 most influential people with whom you want to establish or deepen your relationship and send them a “Let’s Do Lunch” card once a month.
  27. 29. The Purpose of the Lunch is To Find Out More About Them, What You Can Do To Help Their Business and To Get To Know Them Better On a Personal Level
  28. 30. Number 4: <ul><li>Set Up A Birthday Card Marketing System </li></ul>
  29. 31. 1. No Cold Calling 2. No Networking 3. No Advertising 4. No Publicity 5. No Asking for Referrals Mr. X The Millionaire Insurance Agent
  30. 32. The Birthday Card Marketing System
  31. 33. The Birthday Card Marketing System GOAL: 16 New Clients Every Month from Referrals 20% of the People that Get Cards Will Refer at Least One Person a Month ACTIVITY: Send 1,000 Birthday Cards Every Year 1,000 cards / 365 days = 2.6 “birthdays” per day
  32. 34. AUTOMATE Your Birthday Card Marketing System!
  33. 35. Number 5: <ul><li>Send Them A Referral </li></ul><ul><li>(Law of Reciprocity) </li></ul>
  34. 36. Send Them a Referral
  35. 37. Number 6: <ul><li>The N.E.E.R. System </li></ul>
  36. 38. N.E.E.R. Formula N aturally E xisting E conomic R elationships Clients Suppliers YOU
  37. 39. Walter Hailey created a simple referral system that was so successful that he eventually purchased the insurance company that he worked for - - Lone Star Life Insurance. Using Walter's formula for generating referrals, his insurance company went on to sell over one billion dollars in life insurance in less that 8 years. Walter eventually sold his insurance company for $78 million dollars!
  38. 40. The N.E.E.R. Referral Card
  39. 41. Number 7: <ul><li>“ Ping” Your Network </li></ul><ul><li>(Stay in touch) </li></ul>
  40. 42. “ If 80 percent of success is, as Woody Allen once said, just showing up, then 80 percent of building and maintaining relationships is just staying in touch. I call it ‘pinging.’ It’s a quick, casual greeting, and it can be done in any number of creative ways. “ Keith Ferrazzi Author, Never Eat Alone
  41. 43. 16,000 Cards a Month! # 1 Salesman in the World Joe Girard became the “World’s Greatest Salesman” 12 years in a row by sending out over 16,000 handwritten greeting cards every month! The King of Ping!
  42. 44. Send cards that will stun, surprise and delight your network!
  43. 45. Billboard Cards
  44. 46. Billboard Cards
  45. 47. The “Send Out Cards” Automated Greeting Card System
  46. 48. you can choose from over 15,000 different and unique greeting cards and postcards for every occasion…
  47. 49. … or you can create a completely customized card
  48. 50. … in your own personal handwriting…
  49. 51. … with your own signature…
  50. 52. … and you can also include gifts and gift cards
  51. 53. … is that it is EXTREMELY inexpensive to use. And the very best part about this system…
  52. 54. COST TO SEND A CARD: <ul><li>“ Points” cost 31 cents each </li></ul><ul><li>1 point sends a postcard </li></ul><ul><li>2 points sends a greeting card </li></ul><ul><li>3 points send a greeting card with uploaded photos or graphics </li></ul><ul><li>(plus stamp) </li></ul>
  53. 55. What Else Do We Use “Send Out Cards” For?
  54. 56. <ul><li>Converting Prospects to customers </li></ul><ul><li>Up-selling/Cross-selling </li></ul><ul><li>Customer reactivation </li></ul><ul><li>Newsletters </li></ul><ul><li>Holiday cards – traditional and funny (Blame Somebody Else Day, Groundhog Day, etc.) </li></ul><ul><li>Personal </li></ul>
  55. 57. Personal & Family
  56. 58. PRICING Wholesale Package - $398 Stock card costs 62 cents (plus stamp) ($31 a month = 50 cards a month) Picture Plus 4 Signatures Handwriting Font 100 Cards Lifetime License 35% Discount
  57. 59. Entrepreneur Package - $457 Stock card costs 62 cents (plus stamp) ($31 a month = 50 cards a month) Referral Fee $140 PRICING Picture Plus 4 Signatures Handwriting Font 100 Cards Lifetime License 35% Discount
  58. 60. 5 Reasons All Businesses Need The Entrepreneur Package <ul><li>The Referral & Birthday Card Systems only available with entrepreneur package ($2,094 value) </li></ul><ul><li>Entrepreneur package is the only one that pays commissions, if one person getting your cards signs up too, you make $140, which makes this package $81 cheaper than wholesale </li></ul><ul><li>If more like it and sign up too, you could get your entire system for free including the cards and gifts you send! </li></ul><ul><li>Our free consulting help available only with the Entrepreneur package </li></ul><ul><li>The URL on the back of your cards will be to your SOC site instead of ours </li></ul>
  59. 61. Residual Income Opportunity <ul><li>No need to sell anything, just tell people how you are creating and sending cards if they ask – and they will </li></ul><ul><li>$140 - $290 per sign up </li></ul><ul><li>5% - 25% residual income on all cards sent forever </li></ul><ul><li>Thanks to the network marketing structure, you get paid when your clients refer others too </li></ul>
  60. 62. The Ultimate Referral Card Marketing System! BONUS # 1 Download Version PDF Download Version Sells for $1,997
  61. 63. Lifetime License to Use My 12 Proprietary Referral Card Designs!
  62. 64. Download Version Download Version The Birthday Card Referral Marketing System BONUS # 2 Sells for $97
  63. 65. <ul><li>5 little known sources where you can get people’s birthday information. </li></ul><ul><li>How to set up and manage your birthday card database </li></ul><ul><li>The 4 groups of people to target for your birthday card referral program. </li></ul><ul><li>The one thing you MUST say in the first birthday card that you send. </li></ul><ul><li>How to create personalize custom birthday cards that will WOW people. </li></ul>The Birthday Card Referral Marketing System BONUS # 2
  64. 66. Make 2011 your best year ever Get 4 times more referrals than you get now… Get your customers to do your selling for you! Go to and send a FREE card and see what you think