|
|
Building Your Coaching Business - Lots of Referrals from Friends and Others Without Taking Advantage
Have you ever had a friend, or someone you know at a networking event that walks over and flat tries to sell to you?
And what is the typical response when that happens? I don't know about you but I want to run for the woods.
Here's a Twist That Works-Works WELL
I don't mean take advantage, but how you can do it without taking advantage of friends and contacts while getting a lot of referrals.
Whenever you send out your next marketing piece, whether it is direct mail, email, or whatever. Send a copy to people you know well, friends, relatives, networking contacts, chamber members you know well, social contacts and committees, neighbor businesses, but we are going to use a slight twist to that.
If you just sent them the advertisement it would seem that you are marketing to them. Most people will feel that you are taking advantage of your relationship. They feel imposed upon.
Attach a Post It Note-Ask for Help
However, this time, attach a post-it note. Either stick it to the front, paper-clip it to the top, or wrap it over the top.
The note might say something like:
Hi Bill
I'm doing a seminar that frequently doubles small businesses. [Fill in your own typical measurable results.] If you know of someone who might benefit from attending I'd really appreciate you passing this along.
Thanks Alan
Your marketing, your advertisement, stands on its own. But, this time you aren't directly trying to sell to them. You are just asking a friend or contact if he knows of someone who could use this kind of benefit.
You could adjust the message by asking for a specific industry, or even company, that you would like to attend.
The typical result is:
A lot of referrals. The response rate is several times higher than for the rest of the ads that go out cold.
Building a reputation and brand awareness among those that can refer you, without appearing to take advantage of them by trying to SELL them. You are asking for their help. Everyone likes helping you out. They just don't like being sold to, especially by friends.
And....many times friends and co-workers see the ad and just HAVE TO COME. This time they come freely instead of recoiling from an attempt to sell them.
How to Automate the Post-It Note Creation
Here are some tips on how to create the post it notes.
You could hand write it on the post-it, or, as I do print it from my computer printer. I create 4 at a time on an 8 1/2x11 sheet of paper, paste my handwritten signature (scanned in and pasted into a Word document). Then cut them out and attach them over the top of your printed marketing materials.
This will increase your marketing response rates among that personal list several times over your cold list, increase brand awareness among your friends and business associates, and you will always be at the top of their mind when they are doing business with their clients, vendors, and networking contacts.
|
 |
Please Rate: |
|
Rating: |
 Processing ... |
(Average: Not rated) |
| Views: | 38 | |
|
| More Articles from Ask an Expert | | |
| Top Articles in Ask an Expert | | |
|
