Referral Marketing. Why Promote Referrals? 4-Steps to Successful Sales-Based Referrals. Referral Resources. Referral Tools

Transcription

1 Referral Marketing Why Promote Referrals? 4-Steps to Successful Sales-Based Referrals Referral Resources Referral Tools

2 Why Market for Referrals? Referral or Word-of-Mouth Marketing = people making purchase decisions based on another s product or service experience or opinion. Studies have proven that referral marketing results in more sales and conversions. People trust the opinions of close associates and people they respect, whether that be family, friends, social media influencers.

3 Customers Neighbors, Family, Friends of Customers Rejects & Cancels Everyone Else People are 4 times more likely to purchase when referred by a friend Why focus on referrals? Referrals tend to: Spend more money Buy quicker Have a lower cancellation rate Be your best advocate A referred customer spends 13.2% more than a non-referred customer

4 A great marketing campaign involves two key components: 1. Great message 2. Laser targeting Referral and word-of-mouth marketing tend to be more targeted because people know their friends and social audiences pretty well. It causes your brand s message to spread more effectively than with most other marketing channels.

5 Why do people refer? 1. What is in it for me? 2. What is in it for my friend? 3. Does my friend have a need for this service or product? 4. I want to tell everyone I know about this great service or product!

6 4-Steps to Successful Sales-Based Referrals Develop a strong offer Embrace the math logic Develop sales tools to advertise your offer Develop a referral sales culture

7 STEP 1: Develop a strong offer What makes an effective offer people respond to? What does it cost?

8 STEP 1: Develop a strong offer Let s break it down Your actual cost: $30 Referral Reward $9 Cost of 1 Application (approximately) $39 Total Cost per New Referral Customer

9 STEP 2: Embrace the math logic Would you buy customers for as little as $ 50 $ 60 $ 80 per customer?

10 STEP 2: Embrace the math logic 1 customer = 1 referral 1 customer can = 200+ referrals

11 STEP 3: Develop sales tools to advertise your offer Before and After Service s from Automated Marketing Assistant make referring even easier! Custom Nature Notes promote your program!

12 STEP 3: Develop sales tools to advertise your offer REFERRALS As you know, all businesses work off of referrals. We feel our great service and results will help us get new customers. We do appreciate any customer referrals. If you know of any friend, neighbor or relative interested in our service, please write down their name and phone number and mail it in with your payment, or simply call our office, and we will take $20 off of your next service for every new customer you refer to us DISCOUNT REFERRAL PROGRAM The best source we have to attract new customers is you! That s right. We depend on satisfied customers to spread the word to their neighbors, co-workers and friends. Simply fill out the top portion of each coupon. with us and redeem the bottom coupon, both you and our new customer will receive $10.00* off your next lawn care application. It s that simple! Custom Invoices include Referral Coupons Add Referral Invoice/Statement Upsell Messages Referral Letter with Coupons

13 STEP 3: Develop sales tools to advertise your offer Custom Letters and Postcards Promote Your Program!

14 STEP 4: Develop a sales-based referral culture Let your customers know about your Referral Program on your main web site Add information about the referral program. What is theirreward? How can they refer people? Add information to your FAQ!

15 What is Referral Assistant? Provides your customers incentive to refer your services and offers their friends and family incentive to become your new customer Provides an easy way to make referrals through and social media outlets also tracking referrals made easier. It is a referral-based marketing program integrated with Customer Assistant Website (CAW) admin tools

16 Company to Customer: CAW website Before Service s After Service s Confirmation Referral Invoices Direct Mail Campaigns Nature Notes Postcards How does it reach Customers & Prospects? Customer to Friends and Family: Social Media Outreach via CAW Site Facebook, Twitter, Google+, Yahoo, Gmail Mobile app for Iphone and Android smart phones Printed Coupons via Direct Mail, Automated Marketing Letter, Referral Letters, Postcards and Custom Invoices Coupons Custom Nature Notes

17 Referral Assistant Custom Banners Social Media Dashboard Mobile App

18 When prospects click through a referral link or visit the URL from their coupon, they will enter their offer code and are redirected to the location verification screen. This process insures that the potential customer lives within your service area.

19 Referred prospects can accept your offer and sign up for service by following instructions provided via: How will prospects reach my company? Custom URL to your CAW Site Referral Page Special Referral Offer Code Printed Materials such as: Nature Notes Invoices Direct Mail Coupons on Forms AMALetters Links from: After Service s Social Media Posts Custom URL Phone: You can choose to include your office number on referral campaign

20 How and when is the reward fulfilled or a referral considered successful? You choose how and when rewards are fulfilled. Our automated service can credit your customer s account with the desired reward once you indicate their prospect has become a Successful Customer This usually happens after the first or second service is posted

21 Referral Assistant is set up, and managed through your CAW Admin page

22 View referral transactions at a glance!

23 Manage Referral Transactions! When you get a call-in referral make sure to link it to your customer! Your customer will get positive feed back from the dashboard and s!

24 Monitoring Referrals Customers can monitor the status of their referral transactions from the convenient CAW Dashboard

25 Monitoring Referrals Customers see: Successful & Pending Referrals Successful Referrals = Rewards Earned!

26 Monitoring Referrals Customers have the option to refer friends at any time

27 Custom Referral Invoices will include perforated coupons, so your customers always have them on hand!

28 Referral coupons make it easy for customers to refer! Custom Printed Coupons with Offer Code

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30 Custom inserts are available to inform customers of your Referral Program, and teach them exactly how it works!

31 Manual REFERRALS: A customer also has the option to enter friend or neighbor s information, putting a new lead directly into your call log!

32 Customers can tell even 200+ friends about your service by referring offer ONLINE! CAW Customer Dashboard makes referring easier, whenever and wherever!

33 SOCIAL REFERRALS: Thought You Might Be Interested is a link to the offer accept page. Your customers can reach hundreds of contacts with a pre-populated social post 43% of consumers are more likely to buy a new product/service when learning about it on social media.

34 REFERRALS: Your custom message will pre-populate in your customers service of choice. Hey Matt, I wanted to tell you about the great service I get from my lawn care company, Real Green! They are an excellent service company and my lawn has never looked better. If you are interested in receiving a free fall aeration and having a great looking lawn too, visit: 7 in 10 people say they made use of a coupon or discount from a marketing

35 OFFER ACCEPT PAGE: Prospect fills out a simple contact form to accept the referral offer.

36 After registering, in addition to their Free Estimate/Service, your can present prospects with impulse buy service bundles

37 OFFER ACCEPT PAGE: A Thank You message appears to let the friend know that their info has been received and you will be following up soon. Ms. Smith, 1234 Main St. Bay City, MI Thank you for your interest in our service! A customer service representative will be in touch with you shortly.

38 Their selection will be confirmed At this point, your company will be notified via and the Contact Call Log, that this prospect has requested an estimate

39 George Washington From: RealGreen Mr. Washington, We are writing to notify you that your referral, John Smith, has become a Realgreen customer! To show our appreciation for your loyalty to our company, we have credited your account $40. Please continue to spread the word and earn rewards by visiting Sincerely, Your friends at RealGreen Reward Notification When your referred prospect signs up for service and becomes a successful referral, your existing customer s account will be credited with the chosen reward!

40 Mobile Referral Assistant! All of the same functionality & ease of use In a Mobile App! Available at App stores everywhere!

41 Mobile Referral Assistant!

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43 Referral Donation Program Giving back to the community has never been so easy

44 Referral Donation Program All your customers have to do is: Refer your company to friends & neighbors, using the unique donation organization code through your CAW website. For every newly referred customer, you donate your set dollar amount to your customer s organization or charity! The more they refer the better for both of you!

45 Referral Assistant Is the proven way to gain more referred customers effortlessly

46 Referral marketing is powerful. Implementing a consistent referral system can help encourage increased referrals.

47 Questions?