If you would like to attract more word of mouth referrals, this post is JUST for you!
I’m going to start with a question:
How easy is it for your clients or customers, to spread the word about how amazing your service is, to the right people AND with the correct message?
Word of mouth: When your salespeople are not your salespeople
Many small businesses invest in their marketing, yet have no dedicated salespeople, other than maybe the woman who owns the business. So, her sales force then becomes her clients and her advocates, (advocates are those who actively spread the word about you and your business.)
Now, if this business owner had some salespeople, they would all have been told exactly what type of prospective client they should focus on AND what the key sales message is. This way, the salespeople would be speaking with the right people and saying the correct things.
Word of mouth needs clarity and focus
If you would like to attract more high quality business leads from your clients and advocates, spend a little time explaining the type of prospective clients you want to attract and what they should say. If they don’t know who to speak to or what to say, you make it extremely hard for them to spread the word in a meaningful way. So, cover it in your newsletter. Write about it on your blog. Mention it the next time you speak with the clients and advocates, who you have a great rapport with.
Also, remember to keep it simple. Usually, you are just helping them identify the right type of people and explaining that all they need to do, is ask them to call you. That’s all you need.
Whatever you do, do not be pushy! Just make sure there is information out there, which people can use when recommending you, so they are not wasting their time.