Most professional service firms get new business by referral, but do you get quality referrals on a consistent basis? Many firms could rely on referrals as their sole marketing tactic if they had a system in place to generate referrals on a consistent basis.
That’s what John Jantsch’s book The Referral Engine: Teaching Your Business to Market Itself is all about – creating a system that generates a steady flow of new customers.
John explains the secret to generating referrals lies in understanding the Customer Referral Cycle. Regular readers here will recognize this concept as the Marketing Hourglass – the process of leading prospects and customers along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer.
In addition to teaching you how to create a referral system, the book is also chock full of real life examples of people growing their business through referrals.
Today is not only Referral Monday, it’s also the start of National Small Business Week. As part of the celebration, we are giving away an autographed copy of The Referral Engine to one of our newsletter subscribers. Not a subscriber yet? You can subscribe is 5 seconds here.
Bill Brelsford Small Business Marketing Consultant
