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Will You Add? - Referral Strategies - Part 3
My company conducts surveys on behalf of customers, but personally and professionally, I think they suck!Don’t get me wrong. Wanting to get your customers’ opinions is a good thing.I just don’t think surveys get at people’s opinions efficiently or effectively, and there are better means at our disposal.For example, last night at the checkout counter at the supermarket I picked up a survey. It has a listing of eleven items, ranging from the speed and accuracy of the checkout to the freshness and selection of meat and fish. Plus, there are spaces, tiny lines at that, for recording comments and suggestions.It’s a lot to cram onto a 4 b
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give
Merchandising tags or price tags though small in size play a crucial role in imparting significant information regarding the price of the item to the consumer apart from other things. Good quality and well designed merchandise tags create a positive impression in the mind of the user about the product. Merchandise tags also help the manufacturers and retailers to track their inventory. The design of the merchandising tags must depend on the item it needs to be attached to. For example, merchandise tags for ladies product must use nice feminine colors while those for children item must use bright, vibrant colors. Also a merchandise tag for a product meant for o
There are two ways to reward. 1. For referrals whether you sell them or not 2. For referrals where you make the sale
I encourage you to have systems for both. And like much of what’s on the list below, you need to know your numbers to successfully use some of these methods I am about to share.
If you want to make each referral gift stay on the profitable side, you need to know –
- Cost per lead
- Cost per appointment (if you have this in your sales process)
- Cost per sale
Your top referral sources deserve special treatment. Once you see a pattern of giving from someone, you may phone their secretary or business partner to find out a couple of things like –
You start by saying,
“Hi Mary, I wanted your help on something. John has been referring quite a bit of business to us and we wanted to do something special to thank him. Can you tell me if there is anything he particularly loves to do in his spare time?"
This will lead on to questions like -
What does John do on weekends?
What hobbies does he have?
What Team does he follow in sport?
Does he have any goals in life you could share with me?
Does he have a favorite movie, book or something else?
Then you ask them to keep your call a secret so you can surprise him. You organize your gift and send it through – BAM! Now that has serious “Wow Factor”.
So let’s go through a list of rewards you can put on your list. You may decide to arrange 5-10 rewards for varying amounts of sales generated. For example, $100 sales you give away ‘X’ gifts. For $250 sales, you give ‘Y’ Gifts, $500 plus you give ‘Z’ gifts – you get the idea.
Rewards (combine many on the list to create ultimate thoughtful gifts)
I find the key is to give people lifestyle enhancing gifts – money is a boring cop-out! Money trading for referral strategies falls into a Joint Venture strategy under my definition.
Referral Rewards include things like -
Limo ride
Dinner for 2
Movie tickets
Live Show
Holiday
Flights
Weekend Away
Harley Ride
Gift Vouchers to Favorite Store
Favorite Alcoholic Beverage
Bottle of Wine – (standard)
Tickets to Sporting Event
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give
If you think the power move has costs, consider the alternative. We are talking -- four friends -- bringing one another up to date on our personal and professional lives.David is department chair at the university; he is depressed. “Bummed out,” he says. “I find myself withdrawing, caring less and less about the department, the school.”We are stunned; just a month ago David was so enthusiastic about the possibilities he saw for creating a dynamic department. This is a man who deeply cares about relationships and family and here was his chance, as department chair, to create a caring professional community. He had just overseen a series of intervi
Your top referral sources deserve special treatment. Once you see a pattern of giving from someone, you may phone their secretary or business partner to find out a couple of things like –
You start by saying,
“Hi Mary, I wanted your help on something. John has been referring quite a bit of business to us and we wanted to do something special to thank him. Can you tell me if there is anything he particularly loves to do in his spare time?"
This will lead on to questions like -
What does John do on weekends?
What hobbies does he have?
What Team does he follow in sport?
Does he have any goals in life you could share with me?
Does he have a favorite movie, book or something else?
Then you ask them to keep your call a secret so you can surprise him. You organize your gift and send it through – BAM! Now that has serious “Wow Factor”.
So let’s go through a list of rewards you can put on your list. You may decide to arrange 5-10 rewards for varying amounts of sales generated. For example, $100 sales you give away ‘X’ gifts. For $250 sales, you give ‘Y’ Gifts, $500 plus you give ‘Z’ gifts – you get the idea.
Rewards (combine many on the list to create ultimate thoughtful gifts)
I find the key is to give people lifestyle enhancing gifts – money is a boring cop-out! Money trading for referral strategies falls into a Joint Venture strategy under my definition.
Referral Rewards include things like -
Limo ride
Dinner for 2
Movie tickets
Live Show
Holiday
Flights
Weekend Away
Harley Ride
Gift Vouchers to Favorite Store
Favorite Alcoholic Beverage
Bottle of Wine – (standard)
Tickets to Sporting Event
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give
How often do you answer your emails? Do you respond to them right away or wait until the end of the day? Depending on the message, I tend to wait until the end of the day to answer emails. They can be time consuming if you stop in the middle of your work to reply right away to each one. It is good customer service but most messages are not urgent and can probably hold off.I find that answering messages at the end of my day gives me more time to gather my thoughts and organize my projects at the same time. I feel the same way about phone calls but you can’t really avoid those during the work day. I keep all of my clients on caller ID so that I can weed o
You start by saying,
“Hi Mary, I wanted your help on something. John has been referring quite a bit of business to us and we wanted to do something special to thank him. Can you tell me if there is anything he particularly loves to do in his spare time?"
This will lead on to questions like -
What does John do on weekends?
What hobbies does he have?
What Team does he follow in sport?
Does he have any goals in life you could share with me?
Does he have a favorite movie, book or something else?
Then you ask them to keep your call a secret so you can surprise him. You organize your gift and send it through – BAM! Now that has serious “Wow Factor”.
So let’s go through a list of rewards you can put on your list. You may decide to arrange 5-10 rewards for varying amounts of sales generated. For example, $100 sales you give away ‘X’ gifts. For $250 sales, you give ‘Y’ Gifts, $500 plus you give ‘Z’ gifts – you get the idea.
Rewards (combine many on the list to create ultimate thoughtful gifts)
I find the key is to give people lifestyle enhancing gifts – money is a boring cop-out! Money trading for referral strategies falls into a Joint Venture strategy under my definition.
Referral Rewards include things like -
Limo ride
Dinner for 2
Movie tickets
Live Show
Holiday
Flights
Weekend Away
Harley Ride
Gift Vouchers to Favorite Store
Favorite Alcoholic Beverage
Bottle of Wine – (standard)
Tickets to Sporting Event
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give
I'll spare you the three-peat, but you know you've heard that commercial. You may try not to hear it, but it still gets stuck in your mind. Could there be a more annoying marketing campaign?Well, it seems to be working. The Head On people have gotten a large part of the nation to know and remember the name of their product and what it does through what I'm guessing was not a very expensive commercial to produce! They put some cash into buying spots, but they seem to have gone for a quantity over quality approach in that area too. Yet, they are gleaning semi-regular references from Jon Stewart, Stephen Colbert, David Letterman and countless others.ay decide to arrange 5-10 rewards for varying amounts of sales generated. For example, $100 sales you give away ‘X’ gifts. For $250 sales, you give ‘Y’ Gifts, $500 plus you give ‘Z’ gifts – you get the idea.
Rewards (combine many on the list to create ultimate thoughtful gifts)
I find the key is to give people lifestyle enhancing gifts – money is a boring cop-out! Money trading for referral strategies falls into a Joint Venture strategy under my definition.
Referral Rewards include things like -
Limo ride
Dinner for 2
Movie tickets
Live Show
Holiday
Flights
Weekend Away
Harley Ride
Gift Vouchers to Favorite Store
Favorite Alcoholic Beverage
Bottle of Wine – (standard)
Tickets to Sporting Event
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give
Nobody likes to be misled, especially by people they trust or have an expectation will do the right thing, whatever that is. Fraud and corruption can be a blow to the self-image of capable managers and their confidence in their ability to deter or detect a fraudulent scheme. More so, they can have a negative impact on an organisation’s brand, image and reputation, organisational morale and where the loss is large – significantly impact the bottom line.In a recent survey of fraud in Australian organisations, 84 percent of respondents agreed or strongly agreed with the proposition that fraud control is a governance issue.Corporate governance is a
Hot Air Balloon Ride
Book/s
DVD’s
CD’s – music
CD’s – area of interest (i.e. self-help etc)
Send them a Special Report (from my Immortals Site like this one – cheers!)
Massage voucher
Subscription to a magazine
Hire them a dream car for a day (Ferrari etc)
Flowers to turn up at their house / office
Organize a caterer to turn up at their house and cook a meal for them
Chocolates
Bath and Relaxation Products
I am sure this list will stimulate some ideas for you – time to make your own list or add to this one. The more you do this and get to know your customers, the easier this is.
Now to my favourite... and WHY?
I think one of the best referral gifts you can give is a magazine subscription.
Why?
#1 - Because it is low cost.
#2 - It is something physical that gets sent to them and will act as a surprise every time it hits the letterbox.
#3 - You can custom choose the magazine based on what they have a passion or interest in - this is ultimate personalization.
"It's the thought that counts"
#4 - The monthly reminder keeps you top of mind for future referral generation.
#5 - It is systemized for you by the company that fulfills the orders - you only need to order it once - how easy is that?
#6 - The entire cost of annual subscription can be absorbed in the first sale you make (do your numbers)
#7 - They get 12 gifts for the one referral - over delivering at its best!
#8 - This gift naturally engages the Law of Reciprocity. If they fail to send more referrals, then every month they get a reminder when that magazine hits their desk. Before long, the natural Law of Reciprocity kicks in and they make an effort to send more people to you.
The system that you initiated and gets fulfilled by someone else creates a system of ongoing referrals - "Ultimate Leverage" Need I say more?
In Part 4, I will reveal the critical step - this is where most businesses fail to maximize their referral systems.
Until then...
Think BIG! Act BOLD! Have FUN!
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