Robust Referral Marketing
Piecing The Jigsaw Puzzle Together
As many people in business are realising, it is much more profitable - and cost-effective - to gain business from customers that have been referred than it is to constantly advertise or cold call. Referral Marketing is the best investment in your time and money in this challenging market.
This workshop focuses on helping you create a referral culture and develop a plan to minimise your workload and maximise your time to build stronger and more profitable business relationships.
Module 1: The Big Picture
- The most important asset of your business
- How to save time and money with your marketing
- Why relationships make a difference
- The Referral Value equation
- Overcoming the blocks that may hold you back
- Discuss experience where you gave or received a referral
- Reasons why people love to give referrals
- Why creating value is your business
- The customer's point of view of value
- How to increase the value you provide
Module 2: Benefits of Referral Marketing
- 8 reasons why Referral Marketing should be at the top of your marketing thinking
- How referrals come about
- 3 things you're doing that support Referral Marketing
- The importance of communication
- Referral marketing benefits (WOM) calculation
- Understanding others with True Colours
- How dialogue leads to profit
Module 3: What Referral Marketing Is In Your Company
- What the WORD sales process is
- Which areas of the process do you introduce referrals in
- The 2 simple acts of Referral Marketing - Providing value & setting up the referral expectation
- Undertaking the Referral Culture Assessment
- Setting up the Referral Expectation
- The 3 Rs to build a successful business - Retention, Referrals, Repeat Business
Module 4: Your Existing Clients Referral Marketing Plan
- Focus on the System = Database overview
- Your Vision - What would happen if you increased the % of leads from Referrals?
- Two key sources of referrals
- Five areas to cover - Who, What, How, When, How
- WHO are your ideal Clients?
- Your Top 10 customers - Why? Characteristics?
- WHAT information will you give them to start talking about you
- HOW will you deliver the information
- WHEN will you communicate with your customers
- HOW will you track your referral communication plan?
- Putting the jigsaw puzzle together
- Developing your Referral Conversion Strategy
Module 5: Your Business Alliance Partner Referral Marketing Plan
- Introduce Who, How, Where, What, When, and How to systemise it
- WHO - Defining your Business Alliance Partners
- WHO - Defining your Similar Likenesses
- WHO - Defining your Centres of Influences
- HOW to set up a Business Alliance Partnership
- WHERE to find Business Alliance Partners
- WHAT are the tools you have - the activities or message
- WHEN will you develop and review the partnership
- HOW to systemise it - Putting the jigsaw puzzle together
Module 6: Putting the Pieces Together
- Why different personality styles will refer for you
- Finding a puzzle partner soul mate
- Developing your soul mate schedule
- Exercise for SMART action commitments
- Putting the puzzle together
Duration
Two day workshop
$965.00 +GST per person
Training Delivery Options
- Single public program booking (two day workshop)
- Price for in-house program available on request
- One on one or small group corporate coaching available
Please contact Katrena Friel at BSI Learning on 02 9215 0196 to discuss your program needs