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The Best Method for Increasing Referrals

Posted by on February 14, 2008

A post by John Jantsch on his Duct Tape Marketing blog got me thinking about some of the best ways to increase referrals. John mentions several people who either like to: take clients out to dinner, send gift certificates, send thank you notes, etc. But I don’t think that these methods are really the best ways to go about increasing referrals. The question is, how do you get people excited about your service and how do you get them to tell their friends? I believe the answer is in “wow-ing” your customers. Here are some examples

  • You tell someone a project will take 10 days, you finish in 8
  • A customer expects something to be delivered by standard mail, you use overnight
  • If something takes longer than it, should you offer a discount
  • Instead of phone conversations, you make an effort to meet in person
  • Follow up once something is completed, don’t discard clients like used tissues
  • Always try to offer something extra
    • You agreed to create 5 marketing recommendations, create 8
  • Anticipate customer needs and make suggestions before they do, be proactive
  • Under-promise over-deliver
  • Try not to use the word No
  • Make the customer feel special and not just like another customer

The point is, there are all sorts of ways to “wow” a customer, but they all have one thing in common. They go above and beyond the requirements, they add a little something “extra.”

For some more tips and examples visit the following sites:

How are you “wow-ing?” your customers?

  • Great post!

    I operate under the “under promise; over deliver” creed, and have seen much success.

    An interesting twist, however, is found in the studies they’ve done to show that some levels of self-promotion (bragging) internally actually leads to a more successful career.

    So we might possibly create a rule from these two combined ideas: “under promise to clients, over state to your boss”

    It’s a funny thought, but I have seen it in action in sales reps specifically where the squeaky wheel was repeated greased (promoted/commissioned/rewarded)when MUCH better producers sat overlooked and unrewarded… and yet THESE unrewarded underpromised to clients and built the strongest relationships for the company.

    Great post. I’m going to RSS you, so keep up the great content.


  • Great Post, Definately agree with the overnight delivery instead of normal

  • @work

    thanks for the comment, glad you agree with me. thanks for reading and i hope to hear more from you soon!

  • Interesting post. I have stumbled and twittered this for my friends. Hope others find it as interesting as I did.

  • Interesting post. I have stumbled and twittered this for my friends. Hope others find it as interesting as I did.