Clever way to get referrals

Published: Mon, 05/11/20

Thought you might be able to use this...

Dear ,

Marketer Graham McGregor recently wrote the following in his email newsletter (excerpt below). Think about how you might be able to apply it in your business. WARNING: It actually requires some effort on your part! :)

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I interviewed a top selling real estate sales professional called Tim a while ago.

Tim told me that 66% of his business each month comes directly from referrals.

(In other words people contact him and ask if he can sell their current home or help them to buy another one.)

Tim used to have a database of over 5,000 people.

However he got rid of over 90% of this database after trying something a bit different that worked a lot better.

Tim now has a small database of only 250 people.

And each month he sends these people a one page ‘snail mail’ letter and a 4-5 paragraph email.

(He also phones each person and speaks to them briefly three times a year.)

In his one page ‘snail mail’ letter Tim says hello and mentions a local business that he has used recently and can highly recommend.

It might be a great café, excellent tradesperson, helpful professional person etc.

He gives the full contact details of this business and explains exactly why this business is so good.

Tim then sends a short email the following week that is the key to his marketing programme.

The email says something like this:
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Hi John, just wanted to let you know that the XYZ business I mentioned last week in my letter has now been very popular with some of my clients.

A number have tried it out and really like it.which is great.

I also want to take a moment to personally thank Fred Smith, Jane Evans, George White, Mary Brown and Elizabeth Green for giving me referrals over the last month. (I really appreciate their thoughtfulness. )

Have a great month and if you have any friends or colleagues who are interested in buying or selling a home I’d love to be of service.

Kind regards.
Tim.
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Tim adds great value to his small database by recommending a good local business each month.

He then adds more value by publicly thanking in his email every single person who has given him a referral in the previous month.

You’ll notice that Tim uses both email and good old fashioned ‘snail mail’ as part of his added value marketing programme.

And I recommend that you use a variety of different ways to communicate with the key people in your own marketing audience.

Tim told me that it took 12 months for his simple added value marketing plan to start producing 66% of his new business every month by referrals.

So his system won't work overnight.

This system is for people that want to build a solid business where a good number of people every month contact you and are keen to buy.

So you use this type of added value marketing plan in conjunction with a number of other marketing strategies.
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Until next time.

And, remember, K.I.C. (Keep It Coptic).

To read Nader Anise's bio on Wikipedia, go to:

https://en.wikipedia.org/wiki/Nader_Anise

Your friend,

Nader

Founder of the Coptic Chamber

ABOUT NADER ANISE

For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.

Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.

Nader has trained over 25,000 business owners from all around the world on sales and marketing.

To read Nader Anise's bio on Wikipedia, go to:

https://en.wikipedia.org/wiki/Nader_Anise

3 AMAZING FACTS ABOUT NADER ANISE, ESQ.

FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.

FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."

FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.

(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."

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