By John Jantsch
It’s funny how often small business owners tell me that the number one way they acquire new business is by way of referral. Yet, when I ask what they do to intentionally stimulate this powerful marketing strategy, I get blank stares.
If you’re doing something right in your business, you will get the accidental referral but, by creating a systematic approach to consistently generating referrals, you will find that your job of marketing and selling can become a pretty simple affair.
The following seven steps constitute the core components used to build an effective referral marketing system for your business.
Step #1 - Create a referral target market(s) – you must create a target list of companies and individuals who can be motivated to refer. This can be clients or a network of related businesses. In many cases you will find a certain percentage of your clients already refer some business. Tap these sources first, create tools to make it easy for them to refer you, ask them what would motivate them to refer more business. Don’t spend your time and energy trying to create a referral program that everyone will buy into. Some people are just wired to give referrals – focus on that group
Step #2 – Identify your ideal referral client – In order to receive high quality referrals you must be able to quickly communicate the exact type of person or business that makes a great referral.... CLICK HERE TO READ MORE
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