Review of the key principles for making you business more refer-able and an overview on creating a referral marketing system so that you business markets itself.

2. Who Are We?
• Marke,ng services firm – coaching and consul,ng
» 1:1 Coaching, Group Coaching
» Frac,onal VP of Marke,ng
» Referral Marke,ng Coaching and Classes
» Social Media Coaching and Learning
• Authorized Duct Tape Marke,ng coaches
• Offices in Boston and Philadelphia
• Clients throughout North America
• We help our clients stop was,ng money on marke,ng that
does not create results

3. The
reali&es
of referral

4. #1 People make
referrals because
they need to

5. #2 All business
involves risk

6. #3 Nobody talks
about boring
businesses

7. #4 Consistency
builds trust

8. #5 Marke,ng is
a system

9. Defini,on of Marke,ng
Know Like Trust

10. 4Ps
vs.
4Cs +3

11. Content

12. Context

13. Connec,on

14. Community

15. +1 Contacts

16. +2 Calendar

17. +3 Consistency

18. Digital
interac,vity
is now at the
center of
marke,ng

19. The funnel
is broken
“When it comes to lead and
referral genera3on, customer
experience is the new black.”

20. The Marke,ng Hourglasssm
Know
• Who and how
• Ads
• Referrals
Like
• Web site/blog
• Recep,on
• Newsle[er
Trust
• Search
• Expert content
• Sales presenta,on
Try
• Webinar
• Evalua,on
• Nurturing
Buy
• Service team
• New customer kit
• Finance/delivery
Repeat
• Post project survey
• Cross selling
• Quarterly events
Refer
• Results reviews
• Partner intros
• Peer2peer events
© Duct Tape Marke3ng – all rights reserved

21. Filling the gaps – product and process ques,ons
Know
• Who and how
• Ads
• Referrals
Like
• Web site/blog
• Recep,on
• Newsle[er
Trust
• Search
• Expert content
• Sales presenta,on
Try
• Webinar
• Evalua,on
• Nurturing
Buy
• Service team
• New customer kit
• Finance/delivery
Repeat
• Post project survey
• Cross selling
• Quarterly events
Refer
• Results reviews
• Partner intros
• Peer2peer events
© Duct Tape Marke3ng – all rights reserved

22. The Referral Engine System
• Be more referable
• Authen,c strategy
• Content that builds trust
• Content that educates
• Customer community
• Partner community
• Execu,on
• Follow‐up

23. Referral Engine Pro Groups
• Group Based Coaching
• Create a Unique System
• Develop the Tools Needed
• Create a Precise Strategy
• Real‐Time Feedback
• Online + Offline Tools
• 4 Weeks/Once per Week
• $495.00

24. Authen,c strategy
• Ideal customer
• Core talkable difference
• Suppor,ng elements
• Culture to match
• Expecta,on

25. Content that builds trust
• Educa,onal
• Social media
• SEO
• Reviews
• Tes,monials

26. Content that educates
• White papers
• Webinars
• FAQs
• Success stories
• Perfect Intro

27. Customer community
• Champions
• Educa,on
• Offers
• Tools
• Community

28. Partner community
• Frame of mind
• Iden,fy
• Recruit
• Ac,vate
• Plajorm

29. Execu,on
• Collec,on
• Results review
• Moments of truth

30. Follow‐up
• A lead, now what?
• Customers
• Partners
• Measure

31. Summary
• 7 C’s Help Make You More Referable
• Digital Interac,on isn’t a tac,c – it
underlies everything
• It’s not a funnel, it’s an hourglass
• Create Referral System
• Execute and Measure
• Follow Up

32. Referral Engine Pro Groups
• Group Based Coaching
• Create a Unique System
• Develop the Tools Needed
• Create a Precise Strategy
• Real‐Time Feedback
• Online + Offline Tools
• 4 Weeks/Once per Week
• $495.00

33. We help small businesses stop was,ng money on marke,ng
Thank You & Ques&ons
Please take a moment to complete the post
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Contact Us
Web: www.leadingresults.com
Email: info@LeadingResults.com
Phone: 888‐717‐1715
Twi[er: @LeadingResults ; @LauraBLorenz
FaceBook: facebook.com/leadingresults