1. Copyright © 2006 Judy Murdoch1 7 Steps to More Referrals Presented by Highly Contagious Marketing

2. Copyright © 2005 Judy Murdoch2 Welcome Building your business by referral is a good thing But it can take a really long time! How can you accelerate the process?

3. Copyright © 2005 Judy Murdoch3 What We’ll Cover Why most referral programs fail The 7 steps for getting more referrals now Tips for applying the steps to your business

4. Copyright © 2005 Judy Murdoch4 Why Referral Marketing Fails 1. Don’t ask for referrals! 2. Inconsistent 3. Too vague 4. Lack of follow-up 5. The “Dark Side” of referrals

5. Copyright © 2005 Judy Murdoch5 7 Steps to More Referrals 1. Understand why people will give you referrals 2. Choose the right referral sources 3. Decide what you want referrals for 4. Pick the right time to ask for referrals 5. Use the right language and tone 6. Choose how you will help your referral sources remember you 7. Acknowledge and follow-up

6. Copyright © 2005 Judy Murdoch6 Step 1: Why people give you referrals People give referrals to look good because: You solve problems You produce results You do it in a way that is unique

7. Copyright © 2005 Judy Murdoch7 Step 2: Choose the right referral sources 1. Current customers (Raving Fans) 2. Colleagues in complimentary businesses

8. Copyright © 2005 Judy Murdoch8 Step 3: What you want referrals for New business (of course) Opportunities to establish visibility and credibility

9. Copyright © 2005 Judy Murdoch9 Step 4: Pick the right time to ask You’ve recently completed your work and your customer is delighted Not so recent; when you did something memorable

10. Copyright © 2005 Judy Murdoch10 Step 5: Use the right language & tone Not so good Vague, general request Very good Specific, narrowed by frame of reference

11. Copyright © 2005 Judy Murdoch11 Step 6: Choose how you want to be remembered People are busy and easily distracted Ways to help them remember you  “Looking good message” for your customers to use  Situational request

12. Copyright © 2005 Judy Murdoch12 Step 7: Follow-up & Acknowledge Saying thank you does matter. It can tip the situation in your favor. Depends on nature of the referral Minimum: hand-written card

13. Copyright © 2005 Judy Murdoch13 Last Word: Now what? Apply the seven steps to your own business. Download the free guide at: www.judymurdoch.com/downloads/morereferralsguide.pdf

14. Copyright © 2005 Judy Murdoch14 Don’t go it alone If you’re serious about ramping up your referrals, get support and accountability. More referrals NOW teleclass begins Monday, October 2. Early enrollment opens soon

15. Copyright © 2005 Judy Murdoch15 Accelerate the process! If you’re serious about ramping up your referrals, you need focused support and accountability. More referrals NOW teleclass begins Monday, October 2. Early enrollment opens Monday, August 28.