Referrals save you plenty of time and energy winning over new business. So, what is the secret to getting more referrals? Marketing expert John Jantsch designed this 9-step systematic approach to harnessing the power of referrals to ensure repeat business and a steady flow of new customers.
John Jantsch is a marketing consultant, speaker, and author of Duct Tape Marketing, Duct Tape Selling, The Commitment Engine, and The Referral Engine, and the founder of the Duct Tape Marketing Consultant Network. His latest book, SEO for Growth – The Ultimate Guide for Marketers, Web Designers, and Entrepreneurs, is changing the way the world thinks about SEO.
How to Turn Your Business into a Referral Engine
Step 1: Build trust – deliver a great customer experience
Step 2: Organise your customer’s behaviour – provide them with a guided journey
Step 3: Map customer experience points – look at the ways that people come into contact with your business
Step 4: Create content for referrals – maximise the opportunities
Step 5: Reverse engineer the referral process – start with the end in mind
Step 6: Create a champion referral program – educate your best customers
Step 7: Identify your ideal customer – make sure your referral sources know who they are
Step 8: Use 5 different types of programs – aim at doing them all for a “collective momentum”
Step 9: Create a strategic partner network – work with other businesses to increase your value to your clients