These steps are taken from the Referral Flood Marketing Program. Referral Flood is an insider's shortcut to
referral marketing and features over 4 hours of audio training, 54 real-world
referral marketing systems, and a host of
referral marketing tools, letters, postcards and forms.
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.
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.
Step #3 – Create and communicate your core
referral message – you must be able to easily explain the value you can bring to anyone who is referred. “We show estate attorneys how to become famous.”
Step #4 – Design a
referral education
system – When you meet with a potential
referral source you can substantially increase the number and quality of referrals if you systematically educate them on: Who makes a great referral, what's in it for them to provide a referral, how to refer you, and the exact steps you plan to take with that referral
Step #5 – Outline your
referral lead offer and
system – this is the heart and soul of the system. This is where you devise the creative offer that makes people want to refer you. Example: Earn a 100% refund on your tax return preparation when you refer 4 people who become clients.”
Step #6 – Create a
referral conversion strategy – what good are
referral leads if they don't become
referral clients? You must map out a specific set of steps that will allow you to convert your
referral leads. What do you do with a lead when the phone rings?
Step #7 – Identify a
referral follow-up strategy – to bring your
referral system full circle you need to devise two follow-up steps. 1) a way to continue to market to your
referral leads that don't immediately turn into clients and 2) a way to systematically communicate the progress of a
referral back to your
referral sources to keep them motivated.
Copyright 2004 John Jantsch
About The Author
John Jantsch is a
marketing coach and creator of the Duct Tape Marketing System. You can get more information about the Duct Tape System and download your
free copy of “How To Create the Ultimate Small Business Marketing System in 7 Simple Steps” by visiting
http://www.DuctTapeMarketing.com
