Business Training Events


Dan Kraus 
Business Training Events 


Tuesday October 5, 2010 at 4:00 PM 
Tuesday October 5, 2010 at 7:00 PM 

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Stonehill College 
320 Washington Street
Easton, MA 02357

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The Referral Engine: Teaching Your Business to Market Itself 

Referal Engine Pro Book ImageJohn Jantsch, author of Duct Tape Marketing and The Referral Engine presents this information and take-action packed workshop on October 5th from 4 to 7 PM at Stonehill College in Easton MA. Event cost is $99 until Sept 21 and $129 thereafter.

Come to the workshop and learn this and more…

  • Referral leads come with great upside, but require special care…
  • Did you know that humans are wired to give referrals, but we need to overcome the risks…
  • You can make referrals an expectation, but you must have the process in place to make it work…

A referred lead comes with great upside.

In many cases referral generation can happen with very little marketing expense. Referred leads are generally more qualified and ready to buy because a trusted friend explained what you do and how you do it. The best outcome is that a referred lead expects to pay a premium to get the result that their friend explained is only possible by working with you.  And this presentation will cover how to handle referrals to ensure this result.

We are wired to give referrals.

There’s plenty of psychological, social, and even physiological evidence to suggest that humans are wired to make referrals. It makes us feel good, part of a community, part of something bigger than ourselves. From a practical point of view, it also makes great business sense. If we build a network of referral sources we become more valuable to our own clients and build social and financial capital with the sources we refer regularly.  The workshop give you practical steps to make this happen.

You can make referrals an expectation…

If you provide great products and services you will likely receive your share of referrals, but organizations can also make referral generation an expectation by presenting the idea of referrals during the sales process, following up with customers to make certain they had a great experience, creating ongoing campaigns that focus on the referral message, and actively building, educating and activating a referral partner network tend to receive the bulk of their new business by way of referral. We’ll review this in much greater detail.

Generating referrals can be systematic approach…

Many people don’t adopt some systematic approach to referral generation because while they may receive a number of referrals they don’t really understand why. Referrals come about most often by way of a great customer experience yet most businesses approach them by way of some sales or service tactic. A referral generation strategy steeped in a great customer experience is the first order of a systematic process.  John will talk about the rest of the steps.

Why are referrals are made?

Trust is the single most important reason a recommendation is made, and conversely, lack of trust is the single greatest reason referrals don’t happen. How do you build that trust?

Social media opens the door to new tools to generate referrals?

Online tools and social networks offer businesses some very powerful ways to deepen relationships with customers and partners particularly when used to supplement face to face offline tactics.  This workshop will get into the details.

Any business can build a referral network when they realize what an important tool it is. The first step is to take a good hard look at your overall referability.

Is the overall customer experience one that leaves them thrilled? If you study every way in which your business comes into contact with a customer as they move from know, like, trust, try, buy, repeat and on to refer and plug any gaps in the experience. This simple step will get you on your way to a consistent flow of referrals.

Come spend a few hours with John and learn how to build a referral engine that gets your business to market itself.

Register Now