Top International Marketing Expert Reveals Professional Secrets On How to Dramatically Increase Your Referral Business and Get More Customers, Sales & Profit |
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FAQ and Benefits Page Plus 50 Benefits from "The Power of Referral Marketing Programme" Question 1: What is Referral Marketing? Normal word of mouth generally happens by chance and is totally spontaneous. Referral marketing is a proactive, systematic and structured programme that encourages, informs, promotes and rewards your customer and contact base to talk as much as possible about you, your company, your product and your service to the people they know. This dramatically increases the number of referrals you received. Question 2: What would be a good example of referral marketing? This example is a lengthy, but worth reading A huge mistake by most businesses (especially in the UK) is the lack of simple customer follow-up, which costs them potentially up to 80% of lost business i.e.; Imagine you went out and bought an expensive business suit from a high quality men's / ladies outfit shop called John Smith Quality Outfitters. No doubt they will be very professional and serve you well, the experience of buying the suit would be very memorable and enjoyable and you are provided with a high quality product that was acceptable to your budget and fully to your satisfaction. The first occasions you wear the suit you might refer people to John Smith Quality Outfitters. You could even go back them and have more suits made in the future? This is a typical word of mouth situation, John Smith Quality Outfitters have done a good job in the initial supply of a high quality suit to yourself, they have made a sale and a profit and they now hopefully await for you to refer them and they may get some further business, but meanwhile their sales attitude is "and the next please" and forget our existing customers WRONG!! Note there has been no mention of further contact by John Smith Quality Outfitters to you. This is the BIGGEST major mistake that most businesses make i.e. NO CUSTOMER COMMUNICATION PROGRAMME Results of above scenario: Spontaneous, unpredictable, no follow-up, min. customer appreciation and respect, no guarantees of loyalty and referrals. How Referral Marketing Would Greatly Improve the Results from this Scenario With a Simple, Low Cost Customer Communication Programme At the time of sale the tailor or sales assistant asks for your permission to contact you on a regular basis to make sure the suit continues to be to your satisfaction and to forward you additional benefits. You give your permission and your contact details. A week later you receive a letter from John Smith Quality Outfitters stating the following; Dear Mr Golder, Thank you for your purchase of ... suit from our store in Reading on the 23rd Feb. 2006. We realise that you have a choice and we are grateful you have chosen our company to supply your garment. We hope this suit is still fully to your satisfaction and we wish it serves you well in time. If for any reason you are not at all satisfied with the garment, please do not hesitate to return it to us for our immediate attention. As a gesture of our goodwill we have the pleasure to supply you with some vouchers (total value up to approx. £1,000) from John Smith Quality Outfitters and our *alliance partners, which can provide you and people you know with special offers and cash savings from top quality suppliers. You will note our own referral vouchers. We would prefer to do business with introductions through our valued customers such as your good self. If you feel John Smith Quality Outfitters qualify for referral to people you know then we would be grateful if you could pass these vouchers on for their benefit. Please write your name and address on the voucher as the referrer and supply them to your contacts. They will receive a high value special offer when they surrender the vouchers. As a valued customer and in appreciation for your help in the promotion of our business, you will also receive a discount off your next purchase with us and a free upgrade to our VIP Customer Club with many added benefits. We look forward to our continued business relationship and you can be assured that we will strive to provide you with the highest quality of service and best value. We hope you will consider John Smith Quality Outfitters as your future supplier of all your quality clothing. Yours faithfully, John Smith John Smith Quality Outfitters P.S. Please complete the enclosed application for our new FREE customer loyalty card, which will provide you with hundreds of pounds benefits and greater value over the next 12 months from many local high quality suppliers. *Alliance partners could be local dry cleaners, golf clubs, hairdressers, restaurants, jewellers, shoe shops, car retailers, DIY, kitchen, bedroom retailers etc. Further contact opportunities with you (the customer) can include:: Appreciation letters, newsletters, seasonal and personal greetings, more vouchers, customer surveys, special offers, hospitality events, competitions etc. So what has now happened with the additional referral marketing strategy by John Smith Quality Outfitters? For the cost of less than £1 for the letter and a couple of minutes of time by a administrator, John Smith Quality Outfitters would have gained;
(1) Your respect and appreciation for their professionalism and value they give
(2) The development of a very strong relationship with you (3) Your guaranteed business and even more referrals over several years (4) Providing you with greater value and benefits i.e. £1,000 worth of vouchers, further discounts off future purchases, loyalty card etc. (5) Price of their products will be less of an issue; you don't mind spending a bit more for higher quality service, customer appreciation, greater benefits and value etc. (6) Your extreme satisfaction and loyalty, the loyalty card and referral vouchers will "tie you in" to them, with above other reasons you will never go to another clothes retailer competitor (7) Further up-sales, you would be more receptive to any special offers from John Smith Quality Outfitters (8) The Biggest Opportunity of this customer care and communication strategy: Huge increase in sales and profit potential (9) Don't forget all the other leads John Smith Quality Outfitters will get from their vouchers or loyalty card from their many alliance partners Do you see the difference a structured Referral Marketing Programme can make to a business and its sales potential? This example can be developed and operated at nil / low cost, easily adapted by any other type or size of business and eventually become "automatic" in the daily running of that business. Question 3: OK, so if Referral Marketing is so good, why aren't all businesses using it for themselves? A very good question I've asked myself many times. From speaking to hundreds of businesses owners over the years I can say that the answer to that question is down to their lack of knowledge about marketing in general and especially of the referral process, plus ignorance and reluctance of most business owners not finding the little time and commitment required to build relationships with customers. Once well developed, it takes little or no time to communicate with customers to continue the favoured relationship. Question 4: Why do you often quote "Automatic Programme" Two reasons: When you develop and operate a referral marketing programme you build it on a structured basis which eventually becomes part of the daily routine with yourself and your staff and will continue to work "automatically". A well developed efficient referral programme will continue to work whether you're there or absent and the main great benefit will be the hot referrals will come you instead of you having to ask for them. Part of your referral programme will involve strategies and policies that will educate, inform, motivate and reward your clients and contacts to refer you more. This process also becomes "automatic" where your clients and contacts just keep on referring you, sending you a constant stream of referrals without having to be asked. Question 5: Will your referral programme work for my kind of business? Referral marketing works in any business that involves some sort of contact with customers, which are practically all businesses. Referral marketing is a very personal thing, where you have to earn the respect and appreciation of your customers and educate them as to the benefits and value you provide. Once you have achieved this task you have their support and loyalty for life and they will help you to further develop your business indefinitely by referring you to their contacts. Question 6: How much time, commitment, and money will it take to develop and operate a referral marketing programme? Many of the referral programme shown in the "Power of Referral Marketing Programme" are extremely simple and can be developed for your business within 24 hours. The referral programme that require you to find one or more joint venture or alliances partners will take a while longer. The biggest commitment is the initial planning, motivating of partners, employees, suppliers and customers to participate in the development and operation of your referral programme. Take the time to get this right and your referral programme will run like a fine tuned engine, requiring just the occasional little service, but providing your business with all the referral marketing business you can handle. Remember all you have to do is proceed with the programme I have set out for you; the rest is quite simple and easy to follow. Question 7: What if I'm not satisfied with the "Power of Referral Marketing Programme"? If you've not satisfied with the "Power of Referral Marketing Programme" simply say so and why and I'll give you a full refund... absolutely no questions asked. 50 Benefits from The "Power of Referral Marketing Programme"
Hope I was able to answer all your questions to your satisfaction, if you require more urgent information please contact us.
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