The document discusses referral marketing strategies and services offered by Leading Results, a marketing consulting and coaching firm. Key points include:
- Leading Results provides one-on-one coaching, group coaching, and consulting services to help clients improve marketing and generate referrals.
- The company's founder and president, Dan Kraus, has over 25 years of experience in sales, marketing, and founding multiple companies.
- Referral marketing is presented as a systematic process for leveraging word-of-mouth advertising to obtain new clients, qualified leads, and repeat business through referrals.
- Building strong relationships with customers and understanding their businesses is important for creating a referral network that can consistently generate new business
Referral marketing is the same as helping your business to grow, all by itself. But referrals don't just happen. This presentation explores ways to be better with your referral processes. Presented to Sage Australia/New Zealand at the Partner Insights Summit.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
Making your marketing accountable is one of the keys to making it successful. We explore ways to make your marketing trackable and accountable in this presentation given to Sage Australia/New Zealand at the Partner Insights Summit.
Getting the Most out of Your Branding and Communications Efforts4Good.org
Regardless of where you are in terms of brand development, your brand must be actively managed (and if you’re not doing the management, your marketplace is doing it for you!).
This session is designed to help organizations of all types and sizes:
- Deliver on your brand…how to make sure that your board, staff, volunteers, etc. all can communicate and live your brand in a consistent, high impact manner.
- Communicate your brand…building and executing a cost-effective integrated communications plan.
- Measure success…how to know what’s working, and equally important, what’s not.
Referral marketing is the same as helping your business to grow, all by itself. But referrals don't just happen. This presentation explores ways to be better with your referral processes. Presented to Sage Australia/New Zealand at the Partner Insights Summit.
By Ms. Marguerite Zimmerman
CEO of e=mz2 (Momentium)
www.emz2.com
In this session you will gain knowledge and skill on how top performers:
Identify and develop sales opportunities
Prepare and strategize for effective sales meetings
Deploy evidence based face to face selling skills to build trust, create need and help the buyer make a buying decision
How to use third party stories to leverage the sale.
Making your marketing accountable is one of the keys to making it successful. We explore ways to make your marketing trackable and accountable in this presentation given to Sage Australia/New Zealand at the Partner Insights Summit.
Getting the Most out of Your Branding and Communications Efforts4Good.org
Regardless of where you are in terms of brand development, your brand must be actively managed (and if you’re not doing the management, your marketplace is doing it for you!).
This session is designed to help organizations of all types and sizes:
- Deliver on your brand…how to make sure that your board, staff, volunteers, etc. all can communicate and live your brand in a consistent, high impact manner.
- Communicate your brand…building and executing a cost-effective integrated communications plan.
- Measure success…how to know what’s working, and equally important, what’s not.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
http://www.salesnexus.com/webinars/4-pillars-of-sales-messaging/ - Michael Halper of SalesScripter.com discusses how to communicate Value, Pain, Build Interest, get past gatekeepers, overcome objections and grow your sales with SalesScripter and LeadFerret.com
Sampling of the topics covered as part of the one day intensive Coffee is for Closers sales seminar for entrepreneurs. See www.coffeeclosers.wordpress.com for more information
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Turn your website into a marketing machineMarsha Sanders
Practical guidelines and examples to market effectively on your website. Three key themes: be strategic, use a marketing lens, and target the old part of the brain.
Use these 5 principles to supercharge your marketing efforts. They work equally well for online and offiline and for marketing activities including building websites, google ads and facebook ads as well as brochures, direct mail and face to face selling.
These 5 principles can form the basis of a conversion optimisation process as well as the beginning of a path to put your business on the road to strategic growth.
"Over 50% of acquisitions had prior partnership relationships!"
Whether you are seeking to be acquired or to partner for revenue growth, the process is similar, a Partnering Process.
Better to be approached to be bought than to actively sell your company.
How do you do it?
Want to grow the 'Strategic Value' of your business?
Learn how to Increase your: ● Attractiveness ● Potential ● Revenue growth
While increasing your shareholder value!
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
http://www.salesnexus.com/webinars/4-pillars-of-sales-messaging/ - Michael Halper of SalesScripter.com discusses how to communicate Value, Pain, Build Interest, get past gatekeepers, overcome objections and grow your sales with SalesScripter and LeadFerret.com
Sampling of the topics covered as part of the one day intensive Coffee is for Closers sales seminar for entrepreneurs. See www.coffeeclosers.wordpress.com for more information
Startupfest 2012- Random Acts of Marketing are Killing Your StartupStartupfest
Marketing is a big term that covers lead generation, media relations, content marketing, social media, messaging, sales support and a huge heap of other things. Most startups have a puny budget and few (if any) dedicated marketing folks to get this stuff done. Yet many manage their marketing efforts more like a random to-do list than an integrated program. In this talk we’ll talk about the common pitfalls of disorganized startup marketing execution and outline a lightweight template for creating a marketing plan that makes that most of your limited marketing resources.
Turn your website into a marketing machineMarsha Sanders
Practical guidelines and examples to market effectively on your website. Three key themes: be strategic, use a marketing lens, and target the old part of the brain.
Use these 5 principles to supercharge your marketing efforts. They work equally well for online and offiline and for marketing activities including building websites, google ads and facebook ads as well as brochures, direct mail and face to face selling.
These 5 principles can form the basis of a conversion optimisation process as well as the beginning of a path to put your business on the road to strategic growth.
"Over 50% of acquisitions had prior partnership relationships!"
Whether you are seeking to be acquired or to partner for revenue growth, the process is similar, a Partnering Process.
Better to be approached to be bought than to actively sell your company.
How do you do it?
Want to grow the 'Strategic Value' of your business?
Learn how to Increase your: ● Attractiveness ● Potential ● Revenue growth
While increasing your shareholder value!
Are you thinking of starting your own business? Do you have an idea that you want to turn into a reality? Do you want to be your own boss?
If so, then the Business Start Up Boot Camp is for you! It will cover the initial building blocks of setting up a successful business and will provide support, advice, resources, guidance and mentoring to help you create a commercially viable venture.
Financial Advisors Have a Really Tough Challenge. First They Need to Ditch the Product Mentality and Create a Unique Marketing Message. Next They Need to Build a Platform That Seamlessly Integrates Modern Tools and Strategies.
Review of the key principles for making you business more refer-able and an overview on creating a referral marketing system so that you business markets itself.
The 7 Steps to Small Business Marketing Success Small Business WorkshopJudy Habel
6/11/14 Network Now Hands-On Workshop:
The 7 Steps to Small Business Marketing Success.
Join Network Now® Premium-level member Judy Habel, Partner, Partner, Crywolf Marketing and Duct Tape Marketing Authorized Consultant, for a hands-on workshop that will teach you why marketing is not only a system—it may be the most important system in any business.
Judy will help you understand how to approach marketing for your small business, and will teach you the Duct Tape Marketing System definition of marketing. Put simply, marketing is getting someone who has a need to know, like and trust you.
We’ll dive deeply into the 7 core steps that make up the simple, effective, and affordable Duct Tape Marketing System. We’ll also demonstrate why the Sales Funnel is broken and introduce the Marketing Hourglass.
Style, success & sales - Getting the most from Fashion Bloggers7thingsmedia
Fiona Gandy, Key Account Manager at 7thingsmedia takes you through how a fashion brand should effectively be using Affiliate Marketing and fashion bloggers.
From the outset, fashion merchants must strike a balance between retaining control of communications to consumers, and ensuring the right type of affiliates stay on board and on message
to progress the brand and maximise sales
Robert Sherry : Digital Media Sales Fundamentals 2-27-18Robert Sherry
A Media Sales tutorial focused on influencer marketing, digital, and social media sales fundamental, yet relevant for all media salespeople and marketers.
Similar to Referral marketing - SugarCon 2011 (20)
Your marketing and sales messages are much stronger when you have a plan and a target. In this web seminar, we discussed the key challenges, market trends and business development cycle - and how to leverage them for success. You can view the webinar replay by sending an email and requesting access
Who are you? Why are you in business? What value does your company really provide? We explore this and more this presentation given to Sage Australia/New Zealand at the Partner Insights Summit.
Building your marketing machine for this century required different tools and thought processes. We discuss the foundation you have to put in place to build a great business development machine in this presentation given to Sage Australia/New Zealand at the Partner Insights Summit.
Presentation slides for the webinar done by Leading Results, Michelle Horn & Dan Kraus on October 4, 2012 on a dozen or more ways to improve your website.
Leading Results - Dan Kraus - Presentation on Social Media at IBM xWebX Conf Partner Day. If you'd like to talk further, call Dan at 978-855-8579 or email at dkraus@leadingresults.com
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
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HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
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Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
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At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
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Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
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• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
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Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
2. Leading
Results
Overview
• Marke*ng
services
firm
–
coaching
and
consul*ng
» 1:1
Coaching,
Group
Coaching
» Frac*onal
VP
of
Marke*ng
» Social
Media
Coaching
and
Learning
» Referral
Marke*ng
Coaching
and
Classes
• Authorized
Duct
Tape
Marke*ng
coaches
• Offices
in
Boston
and
Philadelphia
• Clients
throughout
North
America
• We
help
our
clients
stop
was*ng
money
on
marke*ng
that
does
not
create
results
3. Who
is
this
Dan
Kraus
guy?
• 25
year
sales
&
marke*ng
veteran
– 9+
years
with
Great
Plains
SoVware
(‘89-‐’98)
– 6+
years
with
SAP
(‘03-‐’09)
– Allaire
– Macromedia
– Infinium
SoVware
– ADP,
Con*nental
Cable
(Comcast)
• Founded
3
companies
• UMASS
Amherst,
Marke*ng
4. Leading
Results
Core
Marke*ng
Mantra
• Don't
talk
about
the
products
you
sell;
talk
about
the
problems
you
solve.
• Then
talk
about
the
remarkably
different
way
that
I
will
experience
working
with
you
as
you
solve
those
problems.
• Be
sure
you
tell
me
what
I
get;
NOT
what
you
do.
Because
I
don't
have
*me
to
figure
out
if
what
I
need
is
what
you
do.
9. Marke*ng
is
a
system
(and
referrals
are
marke&ng)
10. The
funnel
is
broken
“When
it
comes
to
lead
and
referral
genera3on,
customer
experience
is
the
new
black.”
11. "The best prospect is the client who has
already dealt with you. The second best is
the one referred to by a client who has
dealt with you previously. The third
best is the one referred to you by
another trusted professional or
friend.” - Marilyn Jennings, Award winning real estate
sales person and author
14. Authen*c
strategy
•
Ideal
customer
•
Core
talkable
difference
•
Suppor*ng
elements
•
Culture
to
match
•
Expecta*on
•
Create
a
customer
community
15. Why
are
referrals
so
rare?
• Referrer’s
need
a
frame
of
reference,
a
posi*on,
to
think
of
referral
within.
• They
need
to
know
what
you’ll
do.
• They
need
to
know,
like
and
trust
you.
16. The
Solu*on
is
in
the
System
“No
majer
how
arpul
or
talented
you
are,
you
must
follow
a
specific
methodology
to
be
successful
in
expec*ng
and
geqng
quality
referrals.“
-‐
Scoj
Kramnick,
Author
Expec*ng
Referrals:
The
Resurrec*on
of
a
Lost
Art
17. What
is
Referral
Marke*ng?
Systema*c
process
that
takes
word
of
mouth
adver*sing
to
its
highest
level
• New
clients
• Qualified
leads
• Repeat
business
18. Passive
vs.
Ac*ve
Referrals
Passive
• No
system
or
process
Ac*ve
–
organized
system
• Works
in
any
industry
• Works
for
any
business
19. Referrals
are
Powerful
• Great
ROI
• Shorter
sales
cycle
• Qualified
leads
• Fewer
price
issues
20. Target
referral
sources
• Customers
• Strategic
partners
» Anyone
who
serves
your
target
market
» Doesn’t
compete
with
you
21. Customer
community
Understanding
your
customer
referral
rela*onships
is
key
to
crea*ng
a
referral
engine
for
your
business
so
that
you
can
consistently
count
on
building
your
customer
base
from
referral
marke*ng.
Things
that
you
should
be
tracking
about
your
clients:
•
What
type
of
business/they
do?
•
Main
execu*ve
contact?
•
Other
contacts?
•
Why
did
they
refer
you?
•
Who
has
been
the
primary
person
that
referred
you?
•
Is
their
ideal
customer
the
same
as
yours?
•
Number
of
past
referrals
received:
•
Number
of
past
referrals
given:
•
Number
of
common
customers:
22. How
do
you
create
that
community
• Promoters
• Offers
» ID
your
champions
and
» Customer
only
offerings
evangelists
and
foster
» Portal
them
• Tools
• Educa*on
» Pass
along
offers
» User
Groups
(virtual)
» Perfect
Introduc*on
» Newslejers
» Knowledge
Flashes
23. Customer
Referrals
• Set
Expecta*ons
• Educate
on
your
process
and
perfect
referral
• Choose
moments
of
truth
to
act
• Follow
up
• Reward
24. Set
Expecta*ons
• Introduced
in
the
sales
process
• Reinforced
in
contract
nego*a*on
» Full
price
or
referral
price?
• Stated
again
during
consul*ng
engagement
• Introduc*on
of
your
perfect
prospect
to
en*re
client
site
• Reinforced
again
at
user
groups
• You
will
also
refer
to
them
(Blank
perfect
introduc*on
for
your
client)
25. Educate
on
your
process
• How
you
can
spot
our
ideal
client
» List
of
trigger
statements
• How
to
present
our
core
message
• Our
follow
up
process
• Tes*monials
–
It’s
not
just
you…
26.
27.
28. Moments
of
truth
(touchpoints)
• AVer
the
first
mee*ng…
• AVer
contract
signature
• AVer
cri*cal
milestones
are
successful
• Quarterly
communica*on
• Handwrijen
notes
• Execu*ve
Networking
Write
down
and
rehearse
the
words
29. Follow
Up
&
Reward
• Follow
up
is
cri*cal
» Make
sure
they
know
what
the
status
is
of
the
referral
they
gave
• Return
the
favor
» Get
them
to
complete
the
perfect
profile
in
return
• Rewards
» Personal,
business
or
community
» Small
token
just
for
thinking
of
us
31. Target
Specific
Industry
partners
• Who
else
could
be
mo*vated
to
refer
business
to
you?
» Obvious
Ones:
Technology
providers,
Management
Consultants,
Marke*ng
Consultants
» Less
so:
Lawyers,
Accountants,
Telephony,
Copier,
Bankers,
VCs
• Think
next
in
line,
think
outside
your
industry
» Real
Estate
Agents,
Chamber
Leaders,
Business
Brokers
• Ask
YOUR
customers
32. Research
before
Approach
• LinkedIN
• Facebook
• Twijer
• Other
Social
Media
Sites
• Their
web
site
…It
is
a
sales
call!
33. Educate
–
Use
the
perfect
intro
• How
you
can
spot
our
ideal
client
• How
to
present
our
core
message
• Our
referral
offer
• Our
marke*ng
process
Get
agreement
to
a
lunch
&
learn
and
reciprocate
34. Strategic
partnering
• Newslejer
or
web
content
• Endorsed
mailings
• Leverage
of
lists
for
marke*ng
programs
• Win
win
workshop
• BNI
• For
business
(soV)
or
for
revenue
(formal)
35. Give
them
an
offer
to
make
for
you
• GiV
Cer*ficate
Giveaways
» Free
“area”
assessment
» Tune
up
• Special
price
for
their
customers
• Cobranded
informa*on
or
product/service
36. Create
a
group
of
referral
partners
• Create
a
referral
group
of
complimentary
services
» Each
service
markets
for
the
group
to
their
clients
• Share
Nurture
or
Customer
Lists
• Provide
co-‐located
training
classes
or
joint
seminars
37. The
value
of
a
group
Partner
Partner
Partner
YOU
Partner
Partner
38. Partner
community
Crea&ng
a
Referral
Marke&ng
Pla@orm
of
Business
Partners
• Decide
whether
your
referral
group
will
be
geography
based
–
(eg
Dallas
Area)
or
Industry
based
(eg
Non-‐Profits)
or
both.
• Inden*fy
the
specific
types
of
businesses
to
include
• Name
your
candidates
to
include
• Ask
customers
who
they
know
for
the
open
slots
you
have
&
ask
for
a
referral
• Meet
with
vendors
1:1
and
explain
the
referral
group
you
are
building.
• Gain
commitment
to
par*cipate
• Get
the
whole
group
together
face
to
face
with
a
formal
agenda
• Decide
on
a
referral
reward
system
that
is
consistent
39. Follow-‐up
strategy
• Con*nue
to
market
to
referrals
that
don’t
turn
into
clients
-‐
Nurture
• Implement
a
process
to
systema*cally
communicate
the
progress
to
referral
sources
• Return
the
favor
• Be
Gracious
40. A
referral
may
not
be
a
lead,
but
may
have
tremendous
value
-‐
An
introduc*on
-‐ A
new
partner
-‐ A
new
vendor
41. Summary
• Ideal
Customers
refer
good
prospects
• Referrals
don’t
just
happen
• Create
your
customer
community
• Set
Expecta*ons
• Plan
(manufacture)
M-‐O-‐T
• Follow
up
and
Over-‐communicate
42. Result
Ul*mately,
an
effec*ve
marke*ng
system
has
your
phone
ringing
and
eliminates
the
need
to
compete
on
price.
Offer
#1
Complete
the
evalua*on,
get
the
slides
43. What
Next
• Marke*ng
Hour
Glass
Audit
» You
complete
our
ques*onnaire
» We
spend
45m-‐60m
with
you
to
review
your
marke*ng
against
the
Marke*ng
Hour
Glass
» We’ll
provide
you
with
a
blank
copy
of
this
calendar
template
Check
off
the
box
on
the
eval….
44. We
help
small
businesses
stop
was*ng
money
on
marke*ng
Thank
You
&
Ques&ons
Contact
Us
Web:
www.leadingresults.com
Email:
dkraus@leadingresults.com
Phone:
978-‐562-‐4161
Twijer:
@LeadingResults
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