Does Your Practice Marketing Need A 'Referral Engine?'
Source: Catalyst Enterprise Solutions
Most business owners and accounting practice marketing managers believe that whether clients and customers refer them is entirely out of their hands. But science shows that people can’t help recommending products and services to their friends—it’s an instinct wired deep in the brain.
And smart professional practice marketing managers and other business owners can tap into that hardwired desire.
Practice marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of fresh practice clients. Keep those clients happy, and they will refer your business to even more clients. Some of Jantsch’s strategies include:
Talk with your clients, not at them. Thanks to social networking sites, accounting and legal practices, or any business of any size, have the opportunity to engage with their clients on their home turf as never before—but the key is listening.
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The secret to generating referrals lies in understanding the “Client Referral Cycle”—the way accounting clients refer others to your accounting or bookkeeping firm or practice who, in turn, generate even more referrals. Accounting and bookkeeping firms can ensure a healthy referral cycle by moving clients and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your accounting or legal practice will generate referrals like a well-oiled machine.
This practical, smart, and original guide is essential reading for any professional practice marketing staff looking to grow without a fat marketing budget.
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D. Marcus Keith is a partner in ADMAX, a local and national; “Internet Marketing Optimization” agency that has been performing SEO-related services for Cloud9 Real Time since 2009.
