Referral Marketing Best Practice “ 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
Referral Marketing Best Practice How do you ping your network every 20 days? 2. Personal Update meetings. 3. Create an Automated “stay-in-touch greeting card campaign.”
Referral Marketing Best Practice “ My personal favorite pinging occasion remains birthdays, the neglected stepchild of life’s celebrated moments. … It is your day, and it has been since you were a kid. And even when you’re seventy years old, deep down inside, despite all your protestations, a little recognition of that seventy-year-old-life feels good even if you don’t get a big red wagon anymore. Don’t kid yourself — EVERYONE CARES ABOUT HIS OR HER BIRTHDAY.” Keith Ferrazzi Author, Never Eat Alone
Referral Marketing Best Practice AUTOMATE Your Birthday Card Marketing System!
Recognize People and show appreciation for Giving You Referrals
Recognition is the most powerful motivational force for a human.
When you recognize a person for giving you a referral, it reinforces the behavior.
When you recognize a person in public, it passively sends a message to others that referrals are important to you
Why is Recognizing People for Referrals Important?
Referral Marketing Best Practice 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!
Referral Marketing Best Practice SMA: How do you generate referrals? CR: “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
Referral Marketing Best Practice Thank people for giving you referrals.
Have Lunch with a Prospective Referral Source Once a Week
AUTOMATE Your Referral Lunch System! Referral Marketing Best Practice 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.
Ro·lo·dex Mar·ket·ing – The act of consistently giving , providing value and communicating appreciation to friends, family, business associates and contacts in your contact manager.
Every Day, take a moment to scan your contact management system and ask yourself: Do they know me and what I do? Do they trust me? Have I shown appreciation to them? Do they consider me a friend? What can I do today to become a friend and trusted resource?
Incentivize Your Customers to Send You Referrals
Referral Marketing Best Practice “ People will always do what they are rewarded to do.” David Frey
Ask Your Vendors for Personal Introductions to Their Best Clients
Referral Marketing Best Practice N.E.E.R. Formula N aturally E xisting E conomic R elationships Customers and Clients Suppliers and Wholesalers YOU
Referral Marketing Best Practice The N.E.E.R. Referral Card
Ask Your Clients for Referrals on a Regular Basis
“ Asking for referrals is the fastest, most direct method of generating high quality referrals from your clients. Although typically business people feel uncomfortable asking for referrals, the best producers have a formula for doing it and make a habit of it!” David Frey
Referral Marketing Best Practice Use Referral Cards To Do the “Asking” for You
Referral Marketing Best Practice How to Automate the Referral Asking Process Using Referral Cards