This Month's Referral and Marketing Tools Article:
"Word-of-Mouth Marketing: Offer Incentives for More Referrals "

- If you have a waiting room, you can prominently post the names and pictures of people who refer to your business or practice. Give it a heading that proclaims, "We would like to thank the following people for referring a new customer this past month." People are motivated to get their name recognized up on the board and so they will give referrals.

- You can use a direct mail campaign or new customer kit to encourage your customers to send referrals to you. Create an easy-to-complete referral form and a self-addressed, stamped envelope asking that recipients kindly complete the form and return it. You can also include a discount coupon that your recipients can pass along to a friend.

- When you have a sales event, send a letter or postcard or e-mail inviting customers to bring a friend to the event and get an extra discount.

- Offer a gift certificate during the holidays to make gift giving easy for your customers. Give them additional discounts with a coupon.

- Use coupons to encourage new business such as "buy one and bring your friend." Or you can offer a "two-for-one" seminar admission.

- Invite your customers to an appreciation event and ask them to bring a guest. Give them both a special gift.

- Ask your current and former clients to pass your name and contact information on to their circle. When finishing a sales cycle with a customer, ask for referral recommendations.

You'll be amazed at how the action of showing appreciation can generate good will and additional referrals. Once a person gives a referral, they become much more likely to continue to refer people your way. As soon as someone sends you a referral, immediately send them a thank-you gift. A card or quick phone call is the bare minimum.

On the flip side, if a person refers someone to you but gets no recognition or appreciation, he or she probably won't say anything to you. But, the person is likely to make a comment to a co-worker, friend, or spouse: "Can you believe I didn't even get a thank you!!!" And...no more referrals from that source.

ACTION ITEM: Consider your current referral program. How are you generating referrals? What could you do to create a Referral Incentive Program for your business? Developing a referral program now will save you a lot of time later. By encouraging a steady stream of word-of-mouth advertising, you will find you are getting more pre-qualified leads - a groups that is much more likely to make a purchase.

About the Author
Wendy Maynard, the Marketing Maven, publishes REMARKABLE MARKETING, a weekly ezine for business owners, freelancers, and entrepreneurs. If you're ready to skyrocket your sales and easily attract customers, subscribe today at http://www.gomarketingmaven.com/ezine.html