Critical if you want to establish Targeted Referral Partnerships
Becoming ‘Referral Ready’ typically means you have the following in place.
- Clarify your key prospect and client information ‘need drivers’:
So your prospects can be sent information that is relevant to them and their needs in order to maximise close rates and cross sales.
- Up-to-Date Customer Relationship Management System:
The necessary fields need to be created and a focussed management push applied to ensure your staff capture key information so automated marketing can kick in.
- Explainer Videos:
These are very powerful in getting a complex message over in a concise, clear manner. Their ‘job’ is to say enough to persuade the person being referred to take a telephone call or agree to a meeting.
- Case Studies:
Targeted to specific client needs in order to back up and provide variety in support of proposals, to help referrers and to repeat the message of the Explainer Video.
- Public Relations:
Case studies make ideal raw material that can quickly and easily be ‘spun’ by a good Public Relations company to create stories that are newsworthy and result in great editorial. Let us be clear this is NOT advertising, it is the interesting stuff people actually take time to read.
- Website, printed brochures and other marketing collateral is ‘on message’
All the output from the previous stages become part of the core message…
WITH ALL OF THE ABOVE IN PLACE YOUR BUSINESS IS NOW REFERRAL READY!