The headline to this week’s marketing strategy may shock you. 250 referral sources? I hope it at least piqued your interest.
When we need clients, we often turn to Facebook or maybe our email list. There is nothing wrong with either strategy (I do it too!).
However, what if you could employ a marketing strategy that put you in front of thousands of people quickly?
That would be awesome, right?
And that’s what I will teach you about today. Please watch the video and read the accompanying blog post to learn more about referral marketing.
I love to create graphics that enhance the learning in my weekly marketing strategies. Please feel free to share these on your social media!
With all the talk about Facebook, email marketing, and blogging, entrepreneurs can sometimes forget about effective “old school” marketing methods. Asking for referrals is definitely “old school,” but don’t let that fool you – it’s one of the most cost-effective and profitable ways to grow your business.
When my husband and I bought our first house, our realtor had this line everywhere on his marketing materials (from his business card to his email signature): Referrals are the lifeline of my business. How can I earn your referral today?
While you may not want to print this message on your business card, I do think it should be forefront in our marketing consciousness.
You may be thinking: “But Jill, I don’t know enough people who can refer business to me!”
Deep breath. I am going to challenge you on this: You do know people. In fact, you know at least 250 people who can refer prospects to your business.
The 250 by 250 Rule
If you have not read The Referral of a Lifetime by Tim Templeton, get this book as soon as you can. Even if you’re not a big reader, you will gain so much from this book. It reads like a parable and can be finished in just a couple of sittings.
In the early part of his book, Templeton explains the concept of the 250 by 250 Rule. Here’s what it means:
The 250 by 250 Rule: It’s not only who you know that counts; it’s who your clients know that is important.
This rule’s premise is that you know 250 people, and each of your 250 people also knows 250 people. That’s 62,500 people within your extended network.
Make a list of 250 people
You may immediately be thinking: “I don’t know 250 people!”
Well, let’s find out, shall we?
Right now, get out a sheet of paper (or fire up Microsoft Word), and number it from 1-250. Turn on some thinking music, if necessary, and clear the chatter from your head. Now, start writing down the names of everyone you know.
To help you get started, consider the following people:
- Family members
- People you know from your places of worship
- Current or past work colleagues
- High school friends
- College friends
- Networking contacts
- Past or current clients
- Hairdresser, nail technician and other beauty service providers
- Lawn care company, handyman, and others who maintain your home
- Financial planner
- Parents from your kid’s youth sports league or other after-school activity
- Facebook friends, LinkedIn connections and other social media contacts
Remember, you are only making a list. It doesn’t matter if you don’t have their contact information. Don’t stop until you reach 250.
After You Make Your List
Once you have your list of 250 people, it’s time to reach out and love them up. Templeton spells out this process in his book, but I wanted to mention a few things here too.
First, if you’re anything like me, you hate to bother people. Here’s what I want you to remember: People are naturally wired to help others. Think about times when you were glad to help another person. It felt good, right?
Second, it’s important to come from a place of love and service. Not only do you want to ask for referrals, you want to see how you can help your contact too.
Finally, if you work on nothing else but referrals, your business will prosper. The more you put into it, the more you’ll get.
Is everyone you know a referral source for you? You never know until you ask.
Put aside your resistance and objections – and give this a try. Referrals will increase your visibility. And when you increase your visibility, you will attract more clients. It’s really that simple. I am rooting for you!
Hi, I’m Jill Celeste. I teach purpose-driven entrepreneurs (just like you) everything you need to know about marketing so you can become the Director of Marketing for your business.
Because when you put your Director of Marketing hat squarely on your head, marketing is your number one priority (which will result in more clients!).
When I am not teaching about marketing, you’ll find me hanging out with my husband or my teenage boys, or taking a nap with my basset hound, Emma. I also like to play with my two guinea pigs and feed the backyard ducks (much to my neighbor’s chagrin).
Want to learn more about marketing? I invite you to get my book for free – just head over to www.ThatFirstClient.com. And don’t let the title fool you; it will help you get your first – or next – client. I am honored to help you! ♥