7 Steps to Building a Referral Based Business... How to massively reduce your marketing costs and stress... Too many business owners are wasting money on fruitless advertising techniques only to be frustrated with the results. The R.O.I. (return on investment) of traditional advertising is dramatically diminishing. With social media, mobile apps and the increased ability to communicate, it is more important now than ever to make sure your business markets itself. Most business owners think that referrals are outside of their control, all they can do is the best job possible and hope their customers refer. Some even feel that it's inappropriate to ask. The truth is that there is a formula and process to build your business into a referral generating machine. Imagine getting a constant stream of pre-sold, highly qualified prospects that are ready to buy from you right now, regardless of your price. We are putting on a half day workshop that will unlock the secrets to building your business so that your marketing is built right in to your product or service. That means you'll be able to focus more on creating a profit, and less on what the competition is doing. Not only will you learn the steps to build a referral generating business, you'll also see some case studies that show how this strategy can be applied to almost any business. You'll walk away with practical, proven strategies and a referral plan that will revolutionize your business. Getting referrals is the holy grail of business, now you can find out how you can get even more of them, all day, every day.

1. 7 Steps to
build a REFERRAL
based business

2. Your Presenter David Guest
Winner Global Marketing Coach 2012
Winner Global ActionMAN 2011
Winner Asia Pacific Marketing 2011
Winner Asia Pacific ProfitCLUB 2011
Winner Global ActionMAN 2010
Winner Asia Pacific Team Coach 2010
Finalist Asia Pacific Best Client Results 2009
Finalist Asia Pacific Coach of the year 2009
Finalist Asia Pacific Best Client Results 2008
Finalist Asia Pacific Coach Of The Year 2008
Finalist Asia Pacific Seminar Coach 2008
Finalist Marketing Coach Asia Pacific 2008
Winner Best Client Results 2007
Winner Asia Pacific ActionMAN 2006
Winner Asia Pacific Most Improved 2003
Global Training Team
WINNER
Global Marketing Coach
2012

3. A little bit about…ActionCOACH
• The “World’s No.1 Business Coaching Team”
• More than 1,200 Coaching Offices in 46 countries world-
wide …
• Privately owned and founded by Brad Sugars, an
Entrepreneur with Multi MILLION net worth …
• Our Vision is to create “World Abundance through
Business Re-education …”
• We coach over 10,000 businesses per year across
Australia, USA, UK, New Zealand, Europe, Malaysia India,
and Canada …

4. Partners
PositionMe Online
National IT Solutions
Synapse IT
Account Keeping Plus

5. Average Number of
Marketing Messages
• 1992 – 2,000 messages per day.
• 1993 – 3,000 messages per day.
• 2012 – 30,000 messages
per day!

6. My Purpose…
• Get YOU more referrals
• Pre-Qualified Incoming Leads
• Shorter Sales Cycles
• Premium Pricing
• Infinite Lifetime Value

7. The Ancient Raspberry

8. Reasons
Results

9. Is the Failure
to PARTICIPATE!
The ONLY ...
Give 100% and…
You will get 100% ...
FAILURE

10. To make sure you get the
most out of your learning…
I KNOW!

11. To Make Sure You Get the Most Out of
Your Learning ... You Must Be Willing to
Have Some ...
FUN

13. Why?
Referrals convert > 70%
Survey 63.4% of businesses said
over half their business comes
from referral.
79.9% of those had no referral
system

14. The
Realities
of
REFERRALS
The Referral Engine – John Jantsch

15. #1 People make
referrals
because
they need to

16. #2 All business
involves risk

17. #3 Nobody talks
about boring
businesses

18. Paddi Lund
• By Invitation Only.
• works only 22 hours a week
makes 3 times more.
• His team never leave, and his
customers are clamouring to
buy his services.
• Paddi loves coming to work
and has a rich, fulfilling life as
a result.

19. C.N.E.’s
• Essentials
• Non-Essentials
• Critical Non-Essentials
• Super Critical Non-Essentials

20. #4 Consistency
builds trust

22. #5 Marketing is
a system

23. Know

24. Customers

26. 3%
Buying Now
7% Open to it
30% Not Thinking About It
30% Don’t Think They’re Interested
30% Know They’re Not Interested
Stadium Pitch
The Ultimate Sales Machine – Chet Holmes

27. Know
Like

28. The Law of Value
Your true worth is
determined by how much
more you give in value than
what you take in payment.
The Go Giver – Bob Burg & John Mann

29. Old Marketing
Product
Price
Place
Promotion

30. New Marketing
Content
Context
Connection
Community

31. The Law of Compensation
Your income is determined
by how many people you
serve and how well you
serve them.
The Go Giver – Bob Burg & John Mann

33. Melbourne
Business Book Club

34. Know
Like
Trust

35. What Business Are You In?
Client
Intimacy!

36. EXPECTED
REQUESTED
SUGGESTED
LAGNIAPPE
CLIENT INTIMACY…
T
R
U
S
T

37. Know
Like
Trust
Try

38. Instead of
whacking
bushes,
light
candles!

39. The Game of Business

40. Know
Like
Trust
Try
Buy

41. Moments of Truth
Times when it
really counts to
impress with
your service…

42. SERVICE
PRODUCT
COMMODITY
EXPERIENCE

44. Know
Like
Trust
Try
Buy
Repeat

45. People leave because ...
1% - Death …
3% - Move House …
5% - Buy from a Friend …
9% - Sold to by a Competitor …
14% - Product/Price …
68% - PERCEIVED INDIFFERENCE

46. DEFECTED
COMMODITY
REPEAT
LOYAL
MISSIONARY
Stratify your clients…
Frequency Trust
Ex Ex
H M
M
L L
0 0

47. Ideal Customer
A
B
C
Dead
an't deal with
wesome
asic

48. Know
Like
Trust
Try
Buy
Repeat
Refer

49. Abundance

50. Expect Referrals
What is your PURPOSE?
Passion Pervades the whole
company
You are doing them a favour!"

51. 95%
60%
40%
Good
Idea
Statements vs Likelihood
Study by Brigham Young University in 1993
10%
25%
Stated
When
50%
Commit
To
Someone
Else
Commit
Date To
Share
Progress
Said
I’ll
do it
Specific
Plan

52. Quoting E. James Rohn ...
“Never wish your life were
easier ... Wish that YOU
were better.”
“Work harder on yourself
than you do on your job ...”

53. Referral Kick Start
Program
• Get Clarity on Your Vision
• Magnetic Marketing System
• Create Missionaries
• Automate you Referrals

54. Referral Kick Start
Program
• Limited to 8 businesses per
group
• Unlimited coach access
• ROI Coaching

55. There is no
traction…
Without
ACTION