- Paperback: 128 pages
- Publisher: CreateSpace Independent Publishing Platform (September 5, 2014)
- Language: English
- ISBN-10: 1500617776
- ISBN-13: 978-1500617776
- Product Dimensions: 5 x 0.3 x 8 inches
- Shipping Weight: 6.9 ounces (View shipping rates and policies)
- Average Customer Review: 15 customer reviews
- Amazon Best Sellers Rank: #1,999,355 in Books (See Top 100 in Books)
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
Renewable Referrals: How to Cultivate More Profits Paperback – September 5, 2014
See the Best Books of the Month
Looking for something great to read? Browse our editors' picks for the best books of the month in fiction, nonfiction, mysteries, children's books, and much more.
Customers who viewed this item also viewed
Customers who bought this item also bought
"What I enjoyed most about this book is the practical approach it takes towards strategic partnering for referrals.
Renewable Referrals takes a systematic approach to referrals and breaks it down into actionable pieces that will repeatedly produce consistent results year after year."
- John Jantsch
Author of Duct Tape Marketing, The Referral Engine and Duct Tape Selling
If you buy a new print edition of this book (or purchased one in the past), you can buy the Kindle edition for only $1.99 (Save 67%). Print edition purchase must be sold by Amazon. Learn more.
For thousands of qualifying books, your past, present, and future print-edition purchases now lets you buy the Kindle edition for $2.99 or less. (Textbooks available for $9.99 or less.)
Top customer reviews
There was a problem filtering reviews right now. Please try again later.
Although the book is a fun and easy read, the advice offered caused me to put the book down several times as I reflected upon the import of what was said. For instance, on page 33, the authors discuss the importance of following your gut instincts in order to anticipate and avoid potential problems with referral partners due to communication "inefficiencies": "Three words of advice: Follow, Your, Gut. If you see something that seems off, something that makes your spidey senses tingle....pay attention. If it looks bad now, it will only get worse once customers are involved."
The authors follow up this advice by stressing the importance of being on the same page with any referral partner: how communication is a key element to any successful relationship. For example, on pages 33-34, the authors offer this cautionary referral partner red flag: "It might work, except I can never reach this person! `Staying in touch' might mean something completely different to your referral partner. Your definition of `good communication' may be significantly different. It doesn't matter whether it's business or personal, poor communication leads to trouble. In fact, the single biggest threat to successful referral relationships is poor and infrequent communication. It's important to interact frequently and productively...to make that relationship strong and fruitful."
In a way, this book offers a view and approach to business marketing that is the opposite of an intellectual treatise since it does not merely offer analyses of problems with conclusions. No, this book is for the serious minded business person who wants to get a clearer handle on exactly how she can move forward to generate more cashflow and profits by implementing a systematic referral program. Of course, the suggestions offered may not work the same way for each and every type of business, however, taking the wise advice offered by the authors, at a minimum, would represent a step in the right direction.
Renewable Referrals helps you think about the referral process in a new light: that it's not something that can be rushed if you want good results. Additionally, the book emphasizes that although you want people to refer clients to you, you never want to be THAT guy who everyone runs away from for fear of being "hit up" for names: "Your referral program can either make you a highly desirable, sought-after business partner...or effectively banned from polite society....Nobody Wants to Be That Guy....Some sales trainers preach the three-foot rule, in which anyone within arm's reach is going to hear about your business--and if it's not fit for them, you're supposed to ask for the names of three other people you could contact. Follow this advice in your referral program, and you can pretty much plan on living out your days in solitude. And heaven help anyone who actually gives you names." [Page 51-52].
The authors provide detailed guidance on how to become a hub and "not get the snub." They say that the keys to success are advance planning, improving your communication abilities and skill set, knowing what type of rewards are appropriate and will excite your potential referral partners, and developing a little "couth" for the win-win.
Co-author Rosie Taylor of Rosiemedia gives an excellent example of how to jump start the referral process to an upsell position from zero referrals: "I had a client who was a residential cleaning company...while everyone said they `would' refer, most of them were not giving referrals....Experience taught me that it just wasn't easy for them to refer and it may have felt awkward....So we decided it was time for a formal referral program. For a single referral, the client would get their refrigerator cleaned out top to bottom....For their next referral, the client would get an overhaul of their pantry....For their third referral, the client would receive a complimentary pressure washing of their driveway and walkway coordinated with a strategic partner....The best part is that these services were part of an upgraded package so that it was a great way to introduce the client to additional services." [Page 72].
Why buy this book? For less than the cost of a movie ticket, you can gain access to the accumulated expertise and wisdom of six (6) marketing experts whose advice has the potential to skyrocket your business results! The tips offered are down to earth and imminently practical since the authors take a "roll up your sleeves" approach to jump-starting the renewable referral marketing process. If you're serious about ramping up your referral process then you would be remiss if you did not check out this book!
Interestingly enough, the book is not for everyone and the authors make a bold statement in that regard: "So, if you're not convinced that referrals could have a profoundly positive impact on the health and vitality of your business, don't waste your time--just stop reading. Then, as long as you're not the jealous type, why not pass this book on to another business owner who'll see things differently, read it cover-to-cover, implement the plan, and have a year that makes yours pale in comparison." [Page 25].
But if you are serious about wanting to improve your marketing results using referrals, then this book is for you since it offers a step by step formula for implementing a winning referral marketing plan. The authors offer readers a nice bonus: you can check out the special offers of any of the six (6) co-authors in the back of the book plus you are eligible for a complimentary Referral Marketing Audit [See page 117].
The marketing advice given allows you to work smart but there are no short cuts. If you are looking for a way to create renewable referrals without doing the thought provoking and conceptual planning work needed to implement an actionable referral marketing plan, then this book is most likely not for you. Additionally, if you're looking to cut corners, then you'll also probably miss the main point of the book--deep levels of detailed thinking and planning about the traits and characteristics of your ideal clients and ideal referral partners are absolutely required to get good results.
The authors present a no nonsense approach, indicating that there's no way around answering the "tough" questions such as "Where do my ideal clients and my ideal referral partners hangout?" "What benefits, rewards and solutions can I offer each?" "What is my unique selling proposition which would be attractive to them respectively?" "What are my deal breakers?" What are their respective deal breakers?" "What makes my potential referral partner's business `click'?" How can I get the attention of potential referral partners so that they'll consider collaborating with me?"
I am pleased to have come across this book since not only have I begun to implement many of its suggestions, it also will make a wonderful holiday gift to the "right" colleague, business associate, friend or family member who is serious about ramping up their marketing prowess for better business results. Renewal Referrals is a results oriented book that helps you direct a laser like focus upon this key aspect of your business. I enthusiastically recommend this book for its readability and practical value, and award it an unqualified 5 Stars!
Well done. A good read. A very good read.
My two biggest take aways the first two times through -
1. Pages 18, 19 "With referrals you'll lower you costs of sales." That's a simple, true and brilliant statement. Unconsciously, everyone knows that, but we need to be aware of it every day. Great daily focus for me moving forward.
2. Pages 95-97 "Now's the time to start getting it all on paper."
I said TWO points, but I'm adding a third; page 99-101 "This is the moment of truth."
Thanks Debbie, Ray, Jeff, Rosie, Kelly and Dawn. Great job.
This book explains why referral marketing deserves a place in your marketing plan, and can be tailored to virtually any marketing budget. Today, business owners have so many options to market: on the web, print ads, email campaigns, direct mail, signage.....the list goes on and on. In a high-tech world, this book describes techniques that revolve around the personal connections you can establish with your customers and referral partners and stand out from your competition.
While acknowledging that this process will be somewhat dependent on the industry and the person, the book provides a framework for creating, implementing and evaluating a referral marketing plan.
If you're already using a referral system, rest assured, there are still great ideas (and great motivation!) which can help you fine-tune your system.