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The following 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.
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This entry was posted on Wednesday, September 22nd, 2004 at Sep 22, 04 | 12:58 pm and is filed under Referral Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.
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