Referral Best Practices Presentation 4

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Referral Best Practices Presentation 4

  1. 1. By David Frey President, MarketingBestPractices.com and Virginia Paccione – Career Connection Services, Inc.
  2. 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. 3. + Make Consumer Purchases Without Looking at Advertising!
  4. 4. <ul><li>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! </li></ul>
  5. 5. Create a Written Referral Marketing Plan
  6. 6. Referral Marketing Best Practices Why Use a Written Referral Marketing Action Plan? <ul><li>It’s not a goal, until it’s written. When it’s written, it becomes a promise! </li></ul><ul><li>A written plan forces you to think strategically and out of the box. </li></ul><ul><li>A written plan gives you a tool you can use to give “marching orders” to yourself, your employees and measure your progress. </li></ul><ul><li>A written plan get’s everyone “on the same page.” </li></ul>
  7. 7. Referral Marketing Best Practices I Created a Referral Marketing Plan for You!
  8. 8. “ Ping” Your Network Once Every 20 Days
  9. 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. 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.” <ul><li>Monthly phone conversation. </li></ul>
  11. 13. Institute a Birthday Card Marketing Program
  12. 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
  13. 15. Referral Marketing Best Practice AUTOMATE Your Birthday Card Marketing System!
  14. 16. Recognize People and show appreciation for Giving You Referrals
  15. 17. Referral Marketing Best Practice <ul><li>Appreciation wins over Self Promotion EVERY TIME! </li></ul><ul><li>Recognition is the most powerful motivational force for a human. </li></ul><ul><li>When you recognize a person for giving you a referral, it reinforces the behavior. </li></ul><ul><li>When you recognize a person in public, it passively sends a message to others that referrals are important to you </li></ul>Why is Recognizing People for Referrals Important?
  16. 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!
  17. 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
  18. 21. Referral Marketing Best Practice Thank people for giving you referrals.
  19. 22. Have Lunch with a Prospective Referral Source Once a Week
  20. 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.
  21. 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. <ul><li>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? </li></ul>
  22. 25. Incentivize Your Customers to Send You Referrals
  23. 26. Referral Marketing Best Practice “ People will always do what they are rewarded to do.” David Frey
  24. 27. Ask Your Vendors for Personal Introductions to Their Best Clients
  25. 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
  26. 29. Referral Marketing Best Practice The N.E.E.R. Referral Card
  27. 30. Ask Your Clients for Referrals on a Regular Basis
  28. 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
  29. 32. Referral Marketing Best Practice Use Referral Cards To Do the “Asking” for You
  30. 33. Referral Marketing Best Practice How to Automate the Referral Asking Process Using Referral Cards
  31. 34. 2 Ways to Sign Up for SendOutCards
  32. 35. Wholesale Package - $298 ($31 a month = 50 cards a month) Picture Plus 4 Signatures Handwriting Font 100 Cards Lifetime License 35% Discount
  33. 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
  34. 37. <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
  35. 38. The Ultimate Referral Card Marketing System! BONUS # 1 Download Version PDF Download Version www.ReferralCardMarketingSystem.com Sells for $1,997

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