6 Ways to Prepare Your Business

for Word-of-Mouth Marketing

While there are other forms of marketing, word-of-mouth marketing stands out as the #1 choice for most small businesses. Even large corporations depend on this powerful marketing tool to drive their sales. There’s nothing like a warm referral from someone whom you trust. As a matter of fact, when most clients come to you by way of referral you will probably never get asked the question, “can you provide me with a few of your references?” The referral coming to you trusted the person who gave them your name so much that it’s all they needed.

Have you tapped into the powerful tool of word-of-mouth marketing yet? If not, it’s time to see the beauty of it in action! However, you must first lay your ground work by making sure you are ready to receive referrals. Ensure you have the following in place:

1. The Right Voicemail Greeting

There’s nothing like being referred to a small business and the voice mail either sounds uncaring or too wordy. If you are not available to answer the phone, make sure you leave an inviting and professional greeting that will make the caller want to leave a detailed message.

2. Intake Form

An intake form captures all of the information that you will need from referrals to service them. If you do not have a way to maintain information you receive from a referral chances are you don’t have a good follow-up system either. One of the easiest ways to give a bad impression is to talk on the phone for 15 minutes to a referral, hang up and not have their basic contact information or remember specifically what they needed or who referred them. This is easy to do, because most small business owners handle multiple administrative tasks. By having an intake form you eliminate the possibility of not capturing vital information you need from your referrals.

3. Know Your Products and/or Services & Prices

Yes, it’s easy when talking to a prospective client to forget detailed information about your products and services. Make a list of common questions and answers that you might be asked and have them ready for easy access.

4. Follow up system

Once you have connected with your referral, how will you follow up with them? What information will you send to them? How will you close the sale? Earlier it was mentioned that having an intake form is an essential tool. Well, it is actually a part of your follow up system, because you can use it to keep up with what you sent to your prospect and know what else is needed to close the sale. Other follow up tools might include your marketing material, such as your brochure. As a side note, it is important to remember that your brochure should basically restate what you have already verbally discussed with your prospect.

5. Thank You Letter & Gift (referrer)

Whether you were able to close the sale or not, you should always send a card, thank you letter and/or token of appreciation to the referrer. Let them know that you appreciate them!

6. Incentives

Take the time to research and brain storm the type of incentives you can offer your current clients for referrals. Other small businesses have used percentage off current services, gift certificates/cards, free services, coupons, unique gifts and promotional items etc.

By having the above tools in place you can maximize a referral opportunity and start building a referral network that can help to increase your sales!