how to build your business through client and professional referrals
TRANSCRIPT
ON TARGETHow to Build Your Business
Through Client and Professional Referrals
Presentation by Marc Stein
ON TARGET
Lower your business development costs
Take Away
Ensure that prospects, clients and peers think of you
Instantly communicate your value in compelling terms
Keep referrals rolling in
Be a rainmaker without overt selling or marketing
From This Presentation
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People Could Not Care Less About You and Your Service
People think of themselves…
63% of the time 73% of the time 83% of the time 93% of the time
Source: Gateways Institute
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IT’S NOT ABOUT YOU!Reality Check Number One
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Ensure that Prospects, Clients and Peers Think of You… First!How to instantly communicate your value in compelling terms?
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IT’S NOT ABOUT YOU!!Reality Check Number Two
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Why Referrals Should Get Most of Your Attention?
Referred prospects are…
3 times more likely 5 times more likely 7 times more likely 10 times more likely
…to engage you than cold contacts.
Source: American Marketing Association
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Why Referrals Should Get Most of Your Attention?
Prospects referred by a Trusted Advisor are…
25 times more likely 50 times more likely 75 times more likely 100 times more likely
…to engage you than cold contacts.
Source: American Marketing Association
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How to Get Your Clients to Give You Referrals? Client referrals flow freely when you “earn the right.”
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How to Get Trusted Advisors to Give You Referrals? Professions spell referrals t-r-u-s-t.The client comes first.Always attempt to make the referrer look like a hero.
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IT’S NOT ABOUT YOU!!!Reality Check Number Three
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How Much Should You Spend on Referral Marketing?
Successful referral marketing can save…
25% of direct marketing expense 50% of direct marketing expense 75% of direct marketing expense 100% of direct marketing expense
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Be the Best
Commit to and provide exceptional service.
Be Unreasonably Generous
Look for opportunities to give referrals, share resources and help others achieve their goals.
Get more by giving more away.
Create a Buzz
Word of mouth is the most credible of business development communications.
On average, we take action 20-50% of the time.
90% of the world is influenced by the other 10%
How to be a Rainmaker without Selling of Marketing?
ON TARGETQuestions and Answers
Marc Stein | www.linkedin.com/in/marcstein