Twelve StepsTo Systematic Referral Marketing
“MARKETING”
12 Steps To Systematic Referral Marketing
1.
When family,
friends, co-workers, associates say, … “If I can help, just let me
know…”, Be Ready! Don’t let
the opportunity slip away because you haven’t planned and connected your
specific products to what is needed or desired or how others can help.
The following includes simple steps that can make a real difference in
the success of your business.
2.
Always ask for
referrals, names of people with similar interests, your banker, accountant, your
support network. And, when you sell
to a tourist, “ is there someone
else who would appreciate a gift?” Don’t
forget to distribute your card, lend goods for display at another’s place of
business, promote fundraising, …and what about your partner’s network.
3.
Your contacts
can help you build new relationships faster, if they refer you.
They can also provide you with key information about potential customer
situations. They can
“pre-introduce” you to their network. What you do, what you provide, it’s value.
4.
When your
network suggests someone you should meet, they may even co-ordinate the meeting,
…may also attend. Regardless, you
should always have permission to refer to them when you meet a new prospect.
5.
Workshops are
opportunities for you to increase your skills, knowledge, visibility and
contacts. Members of groups you
don’t belong to can invite you to their events and programs.
For example, the pre-arranged sharing of tables reduces the cost of craft
fairs. Other groups provide an
opportunity to meet new sources and new clients that would not otherwise be
available to you.
6.
Products that
include practical uses should be promoted for practical reasons.
Tell others why your hand carved spatula is not only attractive, but its
use in pancake batter enhances the (taste) value of pancakes!
Continually sell and encourage people to buy/display your wares.
7.
Display Your
Products at every opportunity. Displaying
well, enhancing visual contact; “borrowing” counter or bulletin board space,
using waiting room space to display and telling your story all helps.
Visitors will inquire or read brief promotional material.
Others may “borrow” your promotional material and use it to support
their display, but it increases your visibility.
8.
Distribute
Your Information. Others can help.
A floral craft arranger might give a coupon for a $discount on a hand
carved spatula elsewhere available. Even
the unsolicited giving of other business crafts may work.
Who knows what will work best, until you try it.
9.
Make An
Announcement. When attending
workshops/meetings or speaking to groups, increase your contacts and visibility
by telling us all what it is that you do. Try
it out. Did any of you bring
samples?
10.
Nominate Peers
for recognition and awards. Business
and community professionals are often recognized for outstanding service to
their profession/community. So why
not entrepreneurs? If you’ve
donated the products to worthy causes, helped others WHY NOT CELEBRATE?
You increase your product’s visibility in a public expression of
thanks. Recognition is promoted and
activity/prices go up. Isn’t this
like the Academy Awards?
11.
Follow Up.
When those who refer you check with you to see how things went, be
honest. Answer their questions and
concerns to reassure them that you can be trusted.
They may also be able to give you feedback , …on your contact style; a
reaction to your products.
12.
Sponsor
Others. Some of your clients may be
interested in funding you to initiate an EVENT!
Meeting facilities, supplies, equipment, …their contributions to allow
you to encourage others, (i.e., children, challenged) your products can lead to
significant success.
13.
Publish
Yourself/Your Group. Whether its
print media or e-commerce, buyers should be able to access you. Newsletters really do work, and collectives can afford to
advertise. E-commerce is rapidly becoming the wave of the future.
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