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Referral Marketing Checklist
Becoming a 100% referral based salesperson takes more than just asking each customer for referrals. It means totally revamping
your entire business to reflect the reality of your referral based business. A major part of this revamping is taking inventory of
each and every piece of your “stuff” and making sure each properly reflects the nature of your referral business.
Below is a checklist for each of the typical items you must change to reflect how you market--i.e., reinforcing your referral
business model.
Print Items to reflect a referral based business:
Business Cards
Personal Brochures
Product and/or Service Fliers
Letterhead
Postcards
Prospecting
Thank You Cards
E-mail signatures
Media Items to reflect a referral based business:
Office phone voice mail
Cell phone voice mail
Website
Newsletter or e-zine
radio or TV ads
print advertising
yellow page ads
direct mail ads
Every piece of material you have should be changed to reflect your referral based business model. Everything your client and
prospect sees or hears should have a subtle reminder that you are a referral based salesperson. Everything should plant and
water referral seeds.
Use a strong tag-line. Tag-lines such as “I (heart) Referrals” or “Referrals Make My Day” don’t communicate anything other than
you like to get the occasional referral.
If you’re going to proclaim yourself as a referral-based salesperson, put it out there for all to see. Use something bold such as
“Appointments by Referral Only,” or “Referral-based, client centered.”
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