John Jantsch of Duct Tape Marketing has a blog post today regarding the Highly Engaged Referral and the level of participation the person getting referred to is in the referral process. Obviously the higher the participation, the better the referral!
John is asking people to take a quick 5 question survey on referrals. Why not respond?
PS - thanks to wickedphobica for the picture
John Jantsch has a great blog post about creating a systematic process for creating referrals that everyone in the company should be using.
You can find the link here. I don’t see anything dramatically unique in his steps but they’re all important and it’s surprising how many people forget some of the steps. Of course his big reminder is to “make giving referrals a business strategy…best way to get is to give.”
He closes with “…everybody’s in marketing…” to which I’d reply, “…everybody’s in sales!”
Happy Referring!
Everyone agrees that getting referrals to new prospects is so much better than cold calling down that long list that your company provided you. But how do you get started? John Jantsch of Duct Tape Marketing fame has put together a brief video primer on just this very topic. He focuses on
– defining your value proposition
– who you tell this to
– why you are asking for the referral
In principle I agree with how John suggests you get started even if it seems a bit pushy and low-tech. A vital part of any networking program is to ensure the people you want referrals from understand exactly what you do – ie your value proposition. Sure, your customers probably know that already but what about your friends, family and colleagues? Don’t bore them with a feature/benefit pitch – think of your elevator pitch that gets makes them chuckle and excited about telling other people about you. What do I tell people we do at Inquisix? “We’re matchmakers [pause] for salespeople!” Joanne Black, author of “No More Cold Calling” announces, “I’m the Referral Queen!”What do you tell people so they’re remember you?
All About Referral Selling 