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- References and Referrals are Different
- Referral selling (see yesterday's post) is the art of getting your existing customers to do some of the heavy lifting when it comes to developing a new opportunity. That's a really good thing because, in B2B sales situations, the hardest part is breaking the barriers of indifference and...
- Blog posts 2007-09-06
Additional Resources
- Miller's Precision Enterprises Unrolls New Customer Referral Program
- Miller's Precision Enterprises, Inc. MPE, a leading supplier of protective clothing , recently unveiled a new referral program that rewards customers for their support. The program will credit current loyal customers for simply referring new business to MPE. Current customers are encouraged to tell others about MPE's products...
- Research articles 2009-02-04
- Thank You For Your Customer Referral (With Bonus)
- Use this template to express thanks and appreciation to the customer for his/her referral for another customer which resulted in getting the order from the other customer.
- Tools & templates 2008-01-01
- Thank You For Your Customer Referral
- Use this template to express thanks to the customer for his/her referral about any other customer which resulted in you got the order from the other customer.
- Tools & templates 2008-01-01
- New Edge Networks Launches Branchise Referral Program to Go Further, Faster with Broadband DSL for Business, Home Offices
- Business Editors, High-Tech Writers VANCOUVER, Wash.--BUSINESS WIRE--Nov. 9, 2000 New Edge Networks today announced it has launched a new customer referral program designed to broaden and accelerate home office and business users' access to the company's broadband DSL services in smaller cities. Known as the BranchiseTM referral...
- Research articles 2000-11-09
- Popular Referral Network "ToFixIt" Selects "1 800 905 GEEK" as the Top Computer Service Provider in Phoenix
- PHOENIX -- Along with a surging population, Phoenix also has seen a sharp increase in its number of computer support providers--many of which have similar names, making it difficult to figure out whom to trust. That is precisely why the new customer referral network "ToFixIt" has become so popular. After...
- Research articles 2007-06-11
- Who to Ask for a Referral.
- If you want a great referral, you must ask somebody who already trusts you. This seems obvious, but you'd be amazed at how many times sales pros ask for referrals right after making their first sale - even though they haven't yet proven that they can deliver...
- Blog posts 2008-01-18
- Who to Ask for a Referral.
- Who to Ask for a Referral.Don't forget referrals from other sales people!Geoffrey,Referrals are absolutely working for me - cold calling is just not effective, efficient or interesting. Nice posting - I especially agree with your "Ask for an action" since having someone tell you, "Oh call so-and-so and use...
- Discussion threads 2008-01-18
- Referrals as a Sales Strategy
- Now that you know how to get a truly effective customer referral see my previous post, here's how to make referrals the core of your sales process, and in the process render your marketing group largely irrelevant: Step 1. Expand referrals beyond your customers. At the...
- Blog posts 2007-09-10
- 5 Ways to Build Your Referral Network
- Every time I post something about cold-calling, the sales trainer Joanne Black complains that I'm giving referrals short shrift. The truth is that selling IS much easier if somebody else has already greased the wheels. So while I do believe that "Cold Calling Builds Character", only a...
- Blog posts 2009-05-15
- Ask Your Competitor for a Referral?!?
- We've been talking a lot about cold-calling, so I thought it might be worthwhile to hear from the other side -- referral selling. Joanne Black, an expert in referral selling, sent me an intriguing email that's worth sharing. Joanne thinks you should ask YOUR COMPETITOR for referrals!  Sounds crazy, eh? ...
- Blog posts 2009-04-28
- The 3 R's of Business Success: Rapport, Repeat, and Referral
- For most organizations, success depends heavily on how well -- or how poorly - they handle relationships with their customers. Learning how to establish productive relationships with customers is the goal of most successful organizations. It is critical to learn how to build a climate of trust and cooperation in...
- White papers 2003-01-01
- Bluestreak acquires referral marketing solutions provider - Brief Article
- TELECOMWORLDWIRE-4 July 2002-Bluestreak acquires referral marketing solutions provider C1994-2002 M2 COMMUNICATIONS LTD http://www.m2.com Online marketing technology company Bluestreak has completed the acquisition of Takira Inc, a referral marketing solutions provider. Bluestreak will now add the digital marketing service from Takira to its portfolio while also taking...
- Research articles 2002-07-04
- Bluestreak acquires leading provider of referral marketing programs Takira, Inc.; Bluestreak continues to expand its range of online marketing services.
- RDATE:07022002 Bluestreak, a leading online marketing technology company, today announced it has acquired Takira, Inc., the leading provider of referral marketing solutions and strategies for online customer acquisition and retention. The acquisition strengthens Bluestreak`s online marketing solutions in Europeand...
- Research articles 2002-07-03
- Motivate Your Team for Outstanding Customer Service: Six Secrets of Customer Service Team Motivation
- Providing outstanding customer service is one of the most rewarding yet challenging activities within the organization. Exceptional organizations that provide outstanding customer service will experience the following benefits: increased customer satisfaction, increased revenues, increased repeat and referral customer traffic, less employee turnover, increased profits. So how does one support and...
- White papers 2007-01-01
- When Sales Compensation Meets Customer Service
- Offering better customer service is often what differentiates successful companies from those that aren't. When successfully executed this strategy increases customer loyalty, generates repeat purchases and contributes volumes of referral business. So, the question is: "If it works for external customers, why not apply it to internal customers such as...
- White papers 2009-01-01
- Bluestreak Acquires Marketing Strategy Leader Takira; Acquisition Expands Bluestreak Services And Customer Base
- Business/Technology Editors Bluestreak today announced that it has acquired Takira, the leading provider of referral marketing solutions and strategies for online customer acquisition and retention. The acquisition adds an important integrated marketing service to the Bluestreak offering and expands the company's customer base. The announcement follows on the heels...
- Research articles 2002-06-25
- Sage Software Case Study: Lifeline Systems, Inc.
- Lifeline Systems lacked a centralized customer database hampered direct marketing efforts, limited strategic planning, and prevented streamlined fulfillment of collateral materials on behalf of field representatives. Sage CRM SalesLogix manages customer, referral source, and prospect relationships in Senior Living and Healthcare Divisions; Program Services Division may implement based on successes...
- Case studies
- AutocheX Survey Shows Customer Communication is Key to Keeping Referral Rates High
- Business Editors NACE International Autobody Congress and Exposition SAN DIEGO--BUSINESS WIRE--Dec. 6, 2002 Communication May Be as Important as On-Time Delivery, According to AutocheX Survey of 250,000 Customers Keeping vehicle owners fully informed of delays in the collision repair process may be just as important...
- Research articles 2002-12-06
- The big disconnect
- Small businesses say they're victims of costly, confusing telemarketing law. More small-business owners are finding out about the law prohibiting marketing calls to prospective customers who have enrolled on Massachusetts. Many companies are also beefing up direct-mail campaigns, striking up partnerships with other companies, launching customer referral programs, and making...
- White papers 2003-01-01
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