Referral Marketing Works

Presented by Rae Stonehouse aka Mr. Emcee

Referral marketing is typically used by…

Real Estate Brokers

& Insurance Agents

Referral marketing is typically used by…

?

Where do you get your customers?

8 out of 10 will likely say “word of mouth”

Where do you get your customers?

New York Times article says that 65% of business comes from referrals.

Yet a separate survey by best-selling author John Jantsch found that 79.9% of businesses have no system for generating referrals.

Where do you get your customers?

Further research says that referrals count at least 4X greater than any other type of lead.

Where do you get your customers?

Do you have a system in place to generate referrals?

Where do you get your customers?

Reasons for not …

What was holding them back?

Reasons for not …

1) Uncomfortable asking for referrals.

What was holding them back?

Reasons for not …

2) Don’t know how to ask.

What was holding them back?

Reasons for not …

3) Don’t know when to ask.

What was holding them back?

Reasons for not …

4) Don’t have a system in place to ask every customer, every time.

What was holding them back?

When you ask for a referral there are at least 3 parties involved.

The Problem

The Problem

You! i.e. your business.

It can be difficult to ask for a referral when you don’t have a clear idea of what it is you have to offer. How can you expect someone to refer you when you yourself don’t understand what you offer?

Are you referable?

The Problem

You! i.e. your business.

Your connection.

Your connection or client may not have a clear understanding of what services you provide and how they can refer you to another.

They may also be concerned that your reputation may affect their

reputation.

The Problem

You! i.e. your business.

Your connection.

Your connection’s connections.

Your connection’s connections have to rely on what your connection has told them about you. Do they have enough details to make a referral?Your

A Solution

A Solution

The Referral Kit

to promote you & your business

A Solution

Step One:

Brainstorm a collection of questions that would be of value to your ideal customer.

A Solution

Step Two:

Create a collection of Q&As that your ideal customer should be asking.

A Solution

Step Three:

Provide & document your understanding of the client’s problem. Don’t necessarily provide a solution at this point.

A Solution

Step Four:

Add promotional content to your kit.

Examples: blog posts, articles, testimonials and if appropriate sales info

A Solution

Your kit can be on paper that you can actually hand to someone or electronic that can be forwarded by e-mail.

A Solution

When do you ask a client for a referral?

A Solution

Do you know anyone else that we can help?

A Solution

A Solution

A Solution

What about OBRG?

Okanagan Business Referral Group (Thursday)

Join us for a complimentary breakfast at the Capri in Kelowna. See how referral marketing can work for you.

Tat

Referral Marketing Works

Was Presented by Rae Stonehouse aka Mr. Emcee 250-451-6564 www.mremcee.com