subject: Project: Get superior referrals from top clients [print this page] Project: Get superior referrals from top clients
Description: Create a pyramid benefits referral program in order to get your clients working diligently to bring you in qualified clients
Goal: Ensure at least 5 referrals from every client as well as every referral from every client.
Here is what you will need:
1. A simple 2-sided multicolor advertisement based card (business card size) - $30 for 500 onwww.Uprinting.com.
2. A decorative hole puncherMcGill 15-Sheet 2" Reach One-Hole Punch, 1/4" Star-Shaped Hole, Chrome with Purple
Description of campaign: For every Perfect Client that you find, offer them a Referral Card. This is a simple way to keep track of referrals. (You can do this online if you have the correct CRM application, but for now we are focusing on those who may not be "tech savvy") Design a simple card layout with 6 boxes at the bottom as shown below. When the customer's servicing is complete, offer them the referral card and explain what you are looking for- "Customers just like them".
Explain the concept to each client; that for every client referred a hole will be punched in their rewards card. Punch a hole in the first box for this visit to get them started. Once all holes are punched, offer something (and this is the kicker) equal to the average cost of a visit. For example, if you are a travel agent, offer a few hundred dollars towards their next vacation. If you are a dentist, offer a free cleaning or a significant discount for an upcoming visit.
This equates to a word-of mouth sales team of 350 people and the more cards you hand out, (and the better the reward) the more clients you will get. This all stems from the value of the referral. If a $50 client can yield several thousands of dollars from their network then they deserve to be compensated. Make it ridiculous not to refer clients. Refer 5 clients that do business ($250 in revenue) and get a $40 gift certificate to a local restaurant. (A Gift certificate that actually only cost you $20 because you were smart enough to talk to the restaurant owner first and partner with him/her on the campaign. Shared clients + different products + no competition = Strategic Marketing)
Concepts and more like this will be available in the upcoming$0 Budget Marketing Strategies by the Liquidsalesman. Coming Fall 2010. Till then, contact us directly by leaving a reply on this page or emailing me at Errol
