Develop a referral strategy and generate new business

Think about the products and services that you buy – holidays, cars, meals out. Chances are, they came from a referral rather than an advert. Adverts cost money. Referrals are free.

I used to have a Blackberry. I now have an iPhone. If I meet someone with a blackberry, I will try and convert them, because I know that if they get an iPhone they will be able to do much more, much quicker and a whole lot easier.

If that person gets an iPhone, they will thank me and that will make me feel good. Not only that, but I will be seen as knowledgeable and my perceived status in the tribe will improve, and It’s all about improving your status in the tribe!!!!!

This only works if the product or service which you are recommending is fantastic in the first place.

Four steps to referral success

1. Focus on making every aspect of your product or service remarkable so that everyone encountering it will want to talk about it. If you’re not prepared to do this, you referral strategy will be short lived

2. Give your tribe the information they need to spread the word about your product or service with clear and simple marketing materials:

• business cards
• website
• literature

3. If someone contacts you personally with a new lead, keep them informed about how it develops at every step of the way:

• when you contacted them
• what they said
• when you met them
• how it went
• what the outcome was

4. If you get a few good leads from someone, make sure that they are rewarded in other ways too:

• A bottle of champagne
• A meal out
• A day at the races
• A holiday in the Maldives (if appropriate)

Although gifts aren’t why people should give referrals, let’s not kid ourselves….they help.

Focus on becoming remarkable

Referral strategies only work if the product or service is remarkable. I wouldn’t recommend Blackberries if they paid me because in recommending them, my status in the tribe would quickly diminish, so it’s not about the cash.

I do it for the iPhone for free because I believe that their product is remarkable ie worth remarking about.

The Rocket Powered marketing strategy

We have one marketing strategy – to make our clients as successful as possible.

We invest all of our time and effort into this instead of spending money on advertisements which don’t work anyway (there’s just too many these days).

If we help your business to increase sales and improve your profits, you will naturally spread the word about us, because in doing so, your friends and associates will think you’re amazing and your status in the tribe will dramatically increase.

The downwards spiral

Too many companies provide a ‘satisfactory’ service and waste a load of cash promoting it. Profits decrease, so companies throw more money at
advertising (still a waste of time) and then have to reduce the quality of their service even further to compensate. Its a downwards spiral

The upwards spiral

Focus all your efforts on providing an incredible service and the promoting will take care of itself…..for free.

Referral strategies…..done!

James Ashford | Creative Director

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