Rae Stonehouse aka Mr. Emcee shares the presentation slides that he used at a recent meeting of the Okanagan Business Referral Group (Thursdays). His presentation is entitled "Referral Marketing Works."

1. Referral Marketing Works
Presented by Rae Stonehouse aka Mr. Emcee

2. Referral marketing is typically used
by…

3. Real Estate Brokers
& Insurance Agents
Referral marketing is typically used
by…

4. ?
Where do you get your customers?

5. 8 out of 10 will likely say “word of mouth”
Where do you get your customers?

6. New York Times article says that 65% of
business comes from referrals.

7. Yet a separate survey by best-selling author
John Jantsch found that 79.9% of
businesses have no system for generating
referrals.
Where do you get your customers?

8. Further research says that referrals
count at least 4X greater than any
other type of lead.
Where do you get your customers?

9. Do you have a system in place to
generate referrals?
Where do you get your customers?

10. Reasons for not …
What was holding them back?

11. Reasons for not …
1) Uncomfortable asking for
referrals.
What was holding them back?

12. Reasons for not …
2) Don’t know how to ask.
What was holding them back?

13. Reasons for not …
3) Don’t know when to ask.
What was holding them back?

14. Reasons for not …
4) Don’t have a system in place to
ask every customer, every time.
What was holding them back?

15. When you ask for a referral there
are at least 3 parties involved.
The Problem

16. The Problem
You! i.e. your business.
It can be difficult to ask for a referral when
you don’t have a clear idea of what it is you
have to offer. How can you expect someone
to refer you when you yourself don’t
understand what you offer?
Are you referable?

17. The Problem
You! i.e. your business.
Your
connection.
Your connection or client
may not have a clear
understanding of what
services you provide and
how they can refer you to
another.
They may also be
concerned that your
reputation may affect their
reputation.

18. The Problem
You! i.e. your business.
Your
connection.
Your connection’s connections.
Your connection’s connections have to rely
on what your connection has told them
about you. Do they have enough details to
make a referral?Your

19. A Solution

20. A Solution
The Referral Kit
to promote you & your business

21. A Solution
Step One:
Brainstorm a collection of questions
that would be of value to your ideal
customer.

22. A Solution
Step Two:
Create a collection of Q&As that
your ideal customer should be
asking.

23. A Solution
Step Three:
Provide & document your
understanding of the client’s
problem. Don’t necessarily provide
a solution at this point.

24. A Solution
Step Four:
Add promotional content to your kit.
Examples: blog posts, articles,
testimonials and if appropriate
sales info

25. A Solution
Your kit can be on paper that you can
actually hand to someone or electronic that
can be forwarded by e-mail.

26. A Solution
When do you ask a client for a
referral?

27. A Solution
Do you know anyone else that
we can help?

28. A Solution

29. A Solution

30. A Solution
What about OBRG?
Okanagan Business Referral Group
(Thursday)
Join us for a complimentary breakfast at
the Capri in Kelowna. See how referral
marketing can work for you.

31. Tat

32. Referral Marketing Works
Was Presented by Rae Stonehouse aka Mr. Emcee 250-451-6564 www.mremcee.com