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Referral Best Practices Presentation 4


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  • 1. By David Frey President, and Virginia Paccione – Career Connection Services, Inc.
  • 2. Let’s look at some Referral Best Practices… Very specific and actionable Will immediately apply to your business today Many idea’s will include card sending
  • 3. + Make Consumer Purchases Without Looking at Advertising!
  • 4.
    • What I’m going to share with you today will change your appreciation and referral marketing practices forever ….. IF you implement just a fraction of what I am going to share with you today!
  • 5. Create a Written Referral Marketing Plan
  • 6. Referral Marketing Best Practices Why Use a Written Referral Marketing Action Plan?
    • It’s not a goal, until it’s written. When it’s written, it becomes a promise!
    • A written plan forces you to think strategically and out of the box.
    • A written plan gives you a tool you can use to give “marching orders” to yourself, your employees and measure your progress.
    • A written plan get’s everyone “on the same page.”
  • 7. Referral Marketing Best Practices I Created a Referral Marketing Plan for You!
  • 8. “ Ping” Your Network Once Every 20 Days
  • 9. 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
  • 10. 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.”
    • Monthly phone conversation.
  • 11.  
  • 12.  
  • 13. Institute a Birthday Card Marketing Program
  • 14. 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
  • 15. Referral Marketing Best Practice AUTOMATE Your Birthday Card Marketing System!
  • 16. Recognize People and show appreciation for Giving You Referrals
  • 17. Referral Marketing Best Practice
    • Appreciation wins over Self Promotion EVERY TIME!
    • 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?
  • 18. 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!
  • 19. 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
  • 20.  
  • 21. Referral Marketing Best Practice Thank people for giving you referrals.
  • 22. Have Lunch with a Prospective Referral Source Once a Week
  • 23. 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.
  • 24. 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?
  • 25. Incentivize Your Customers to Send You Referrals
  • 26. Referral Marketing Best Practice “ People will always do what they are rewarded to do.” David Frey
  • 27. Ask Your Vendors for Personal Introductions to Their Best Clients
  • 28. Referral Marketing Best Practice N.E.E.R. Formula N aturally E xisting E conomic R elationships Customers and Clients Suppliers and Wholesalers YOU
  • 29. Referral Marketing Best Practice The N.E.E.R. Referral Card
  • 30. Ask Your Clients for Referrals on a Regular Basis
  • 31. “ 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
  • 32. Referral Marketing Best Practice Use Referral Cards To Do the “Asking” for You
  • 33. Referral Marketing Best Practice How to Automate the Referral Asking Process Using Referral Cards
  • 34. 2 Ways to Sign Up for SendOutCards
  • 35. Wholesale Package - $298 ($31 a month = 50 cards a month) Picture Plus 4 Signatures Handwriting Font 100 Cards Lifetime License 35% Discount
  • 36. Entrepreneur Package - $398 ($31 a month = 50 cards a month) Referral Fee $120+ + All Bonuses Picture Plus 4 Signatures Handwriting Font 100 Cards Lifetime License 35% Discount
  • 37.
    • 5 little known sources where you can get people’s birthday information.
    • How to set up and manage your birthday card database
    • The 4 groups of people to target for your birthday card referral program.
    • The one thing you MUST say in the first birthday card that you send.
    • How to create personalize custom birthday cards that will WOW people.
    The Birthday Card Referral Marketing System BONUS # 2
  • 38. The Ultimate Referral Card Marketing System! BONUS # 1 Download Version PDF Download Version Sells for $1,997