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Once you\u2019ve been through this guide, you\u2019ll know precisely what it takes to stimulate loads o\ue004 re\ue004errals. More importantly, you\u2019ll have a selection o\ue004 strategies to get you started.
Tis is the next step in your marketing success story. From this point on,
you won\u2019t have to stab in the dark - you\u2019ll have clear direction. You\u2019ll
start to get one extra customer \ue004or every one you already have..
Each step covers an important aspect o\ue004 re\ue004erral strategies - these are things
that you must give care\ue004ul consideration to ... be\ue004ore deciding how to go about
getting more re\ue004errals.
You might be surprised how much this exercise reveals about your business. It may get you thinking about
important issues that have never crossed your mind. I\ue004 some o\ue004 this in\ue004ormation is new to you, don\u2019t be concerned
- there\u2019s never been a better time to start seeing some real results \ue004rom your business.
examples to get you started.
You\u2019ll then \ue002nd examples o\ue004 power\ue004ul re\ue004erral strategies, some o\ue004 which may directly apply to your business.
Te last section brings it all together, with templates o\ue004 success\ue004ul re\ue004erral strategies. Tat means you can combine
It\u2019s essential that you meticulously record every result. It\u2019s extra work, but you\u2019ll be
glad when you have a marketing strategy which you know will produce results.
Tat con\ue002dence only comes \ue004rom testing and measuring.
A re\ue004erral strategy is a way o\ue004 introducing new customers to your
business, \ue004or a low acquisition cost. Basically it\u2019s a way o\ue004 getting your
existing customers to promote your business \ue004or you. A way o\ue004 getting
them to introduce their \ue004amily, \ue004riends and colleagues to your product
Tere are a number o\ue004 elements which combined, go to making up a success\ue004ul re\ue004erral
strategy. From \ue002nding the right type o\ue004 customer, to the strategy that best suits your type o\ue004 business. Tere are 2
things you need to understand above all else ...
Be\ue004ore you even embark on a re\ue004erral strategy you need to decide the type o\ue004 customers you want to do business
with. Te last thing you want is to get re\ue004errals that don\u2019t turn into business, that is, re\ue004errals that only buy o\ue001 you
once and never do business with you again or even worse, re\ue004errals that create more headaches than they do sales,
and never give you the business you\u2019re a\ue004ter.
I\ue004 you don\u2019t set the rules, your new customers will set them \ue004or you. So you must decide who is your ideal customer. Some customers are more trouble than they\u2019re worth and will actually cost you money. Te 80:20 rule, sometimes called the Pareto Principle, states that 20 % o\ue004 your business comes \ue004rom 80% o\ue004 your customers. Te other side o\ue004 this is that 80% o\ue004 your headaches will generally come \ue004rom 20% o\ue004 your customers.
So, be\ue004ore you try to go and get more new customers, decide on the type o\ue004 people you want as new customers. You also need to grade your existing customers in one o\ue004 4 categories ... either A, B, C or D. An example o\ue004 an A grade customer would be someone who pays their bills on time, are pleasant to deal with, are happy to pay your marked prices, send their \ue004riends to you, and spend a reasonable amount with you each year.
Don\u2019t put up with customers who won\u2019t pay their bills, don\u2019t treat you well and constantly hassle you on price. Tese customers will generally re\ue004er similar types o\ue004 people, and that\u2019s the last thing you want to happen. \ue003o get rid o\ue004 your D grade customers, (those you don\u2019t
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