©  2003 ILoveCards.net Laurie Delk Send Out Cards Executive
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The Ultimate Autopilot Referral System for Getting Customers & Clients to Fall in Love with You and Start Sending You All the                                                                                    Referrals You can Handle!   “Automatically Win the Hearts and Minds of Your Prospects & Customers and Generate  a Never Ending Stream of Referrals" Here's How to Implement the Most Effective Autopilot Referral Program Ever! Dear Friend: Every small business owner knows that referrals are the best way to get customers. Referrals from customers come to you pre- disposed to do business with you because a friend or someone they trust referred them. In fact, over 40% of the small business owners who recently participated in an Internet poll by MarketingBestPractices.com revealed that referrals brought them the biggest returns over other traditional marketing methods such as advertising, direct mail & networking. Getting Referrals Can Be a Frustrating Task. From my own experience and conversations with other small business owners, I know taht getting people to refer your business can be difficult. Most business owners are too embarrassed or scared to ask for referrals and the majority of customers are too busy to remember to refer you. It sometimes gets annoying when you receive promises for referrals that never materialize or you give lots of referrals but get none in return. When you don't have control over the referral process, it can be very frustrating. 3 Things You Need to Get All the Referrals You Can Handle Over the past 15 years as a small business marketing professional, I've seen and implemented dozens of different referral systems in numerous industries. I've worked with independent professionals such as chiropractors, insurance agents, mortgage brokers, realtors, lawyers, & consultants. I've also helped retail businesses such as sporting goods stores, apparel retailers, fast food franchises, jewelers, gas stations, hot tub retailers and pool builders, to name a few. After all my years of helping businesses get more referrals and watching what the best referral marketers do, I've discovered that you need three basic things to get all the referrals you can handle. 1. You need a large network of people that know you and know what you do. 2. You need to establish a relationship of trust and appreciation with your network. 3. You need a system to manage all your relationship-building efforts.   All the best referral marketers understand that they need these three elements to create a powerful referral program.  Just to underscore this, let me introduce you to the most successful referral marketer of all time -- Joe Girard. The Little-Known Secret of the Most Successful Referral Marketer of All Time Have you ever heard of Joe Girard? Jo was a car salesperson who worked at a Chevrolet dealership in Detroit, MI. According to the Guinness Book of World Records, Joe sold more retail automobiles for 12 consecutive years on a one-on-one basis, than anyone else in the world. All of Joe's business came from referrals. What was Joe's secret? Joe developed a system of staying in contact with his customers and potential clients. Every phone call or personal contact he made, Joe would write down on a file card any relevant information. He then sent everybody on his list a unique greeting card every single month! These weren't high pressure sales letters, just friendly reminders to let people know that he was thinking about them. In fact, Joe sent out nearly 16,000 hand written greeting card per month to his customers and referral sources. Can you imagine trying to send out 16,000 hand written cards a month! That's amazing! Do you really think that Joe would invest so much money and effort in sending that many cards if he didn't think it was worth it? But Joe did have a problem. Sending all those cards was a HUGE task. In face, Joe had two full time assistants helping him select the cards, hand write them, stuff them in envelopes, put addresses on them, purchase and apply postage and send out all those cards through the post office. And even then it was a difficult task. And therein lies the common problem with sending cards. The Common Problem With Sending Cards Sending out cards is very hard work. Many of my clients (and myself included) found it very difficult to hand write a greeting card every month with our referral card systems. Not only was the sheer volume hard to keep up with, but even choosing the cards and keeping them in stock was a nightmare. My Recent Surprising Discovery... Recently, I received a greeting card from a friend. It was a thank you card expressing gratitude for something I had done for him. It caught my attention because the card was handwritten (or so I thought) and it had a picture of a book that I had written on the inside of the card. The photo of my product got my attention!  I called him up and thanked him for taking time to hand write me a card and asked him how he developed the card with a picture of my book inside. He chickled. As it turns out, the card was send using a new online system called SendOutCards.com, that used his actual handwriting and signature. He had downloaded the graphic cover of the book from my website and uploaded it to this new online greeting card system. He didn't ven send the card himself, the system did it all for him for about a $1.00. I had my friend give me a tour of the system and to tell you I was impressed, is an understatement. Joe Girard would have killed for this system when he was selling cars! The SendOutCards.com system is THE system for managing and building your network of relationships. It completely automates the task of managing your contacts and sending out cards...and it does it very economically.                                            PLEASE READ  Here's How You Can Use the SendOutCards.com System and My Custom Referral Cards to Get All the Referrals You Can Handle! In this program, I've taken all my experience creating and implementing referral marketing systems over the past decade and I've designed and developed 13 of the most unique and unusually effective referral cards that have ever been created.  Each referral card was developed to use as a standalone referral system or in conjunction with several of the other cards. Just one of these referral cards, used in a systematic way, can bring you many referrals. This program will introduce you to 17 different and unique referral methods. 13 of these referral methods require the use of the custom cards that have been developed for you. To manage each of these referral methods, you will want to invest in a license to use the SendOutCards.com system. When you purchase a SendOutCards Entrepreneur License (Marketing Distributor), you will also receive a lifetime license to use the 13 custom referral cards revealed in this program. This will make it possible to immediately put each of these referral methods to work for you in your business. If you decide you want to purchase a SendOutCards.com Entrepreneur License and receive a lifetime license to use the 13 custom referral cards, here's what you need to do... Step 1 - Click on this link. It will take you to the SendOutCards.com website. Step 2 - Sign up for the SendOutCards.com Entrepreneur Package (Marketing Distributor). Step 3 - Contact me (under HELP>>Your Sponsor) once signed up with your new ID number Step 4 - Our support team will transfer the 13 custom referral cards to your new SendOutCards.com account and notify you of how to access your referral cards. Now let me introduce you to 17 of the most powerful referral methods ever developed. Method #1 - The "Faithful Customer" Referral Method The faithful customer referral method is a very powerful tactic for generating a large amount of high quality referrals. This referral method is a very powerful tactic for generating a large amount of high quality referrals. This referral method is so powerful that one man, Walter Hailey, used it to become one of the most successful insurance agents in the world. He became, and still is, a legend in the insurance industry. In fact, this method worked so well for Walter Hailey, and made him so wealthy, that he eventually PURCHASED the insurance company that he worked for. Imagine that, an insurance agent who became so successful in his company that he ended up purchasing the company. That's amazing. Well, as I mentioned, Walter Hailey became a legend in the insurance industry and he went on to write a book about how he was able to sell so many insurance policies. The name of the book is Breaking the No Barrier: The Billion Dollar Battle Plan for Getting to Yes And in that book he talks about a referral system called NEER. NEER is an acronym for "Naturally Existing Economic Relationships". Walter Hailey found that many relationships exist as a result of a financial transaction. By that I mean, when you buy something you now become that company's customer. You have a relationship with that company. You gave them money.  Most companies are careful to give special attention to their customers, or at least those enlightened companies who understand that the customer relationship is very important. And in many cases, companies will go out of their way to be kind and do nice things for their customers because of the "economic relationship" they have with them. After all, the customer is the one who pays their bills. Walter understood that and he learned how to leverage those relationships. So he simply started to visit with those business professionals and people inside the businesses that he paid money to and ask them if they could refer their best customers to him. These people felt obligated to Walter because, after all, HE was their customer and he helped to pay their bills. So Walter simply started to follow all his naturally existing economic relationships and ask for referrals - and the rest is history. So what I've done is taken Walter Hailey's NEER referral system and automated it using a specially designed greeting card that you send to all the people you pay money to as a customer. This is what the card says... Front of Card - "A Special Note from One of Your Faithful Customers" Inside of Card - "We've been business partners now for quite awhile. We have enjoyed, trusted and relied on your products and services. In the face of much competition and repeated attempts from other companies to win our business....we've stayed loyal and dedicated to you and your company. We are one of your faithful customers. Today, we are expanding our business and looking for people and organizations to whom we've been loyal, to help us spread the word about our business. Will you help us spread the word?" Notice how I use the law of reciprocity. The law of reciprocity states that if I give you something of value, the person you gave it to will feel obligated to reciprocate the favor and give me something of value back to you. In this special card, I've mentioned taht I am a faithful customer and even though other companies have tried to lure me away, I've stayed loyal. Basically, now it's your turn to help me out with my business by sending some referrals my way. This is the exact formula that Walter Hailey used to build a billion dollar insurance agency but I've simply automated the process for you. All you have to do is sit down and list out all the people, companies, and organizations that you do business with, and send them this card. I would follow up this card with a phone call to ask for a very brief appointment where you can talk about your business to them. the words on this unique card work like magic. Start sending this card out and you'll see what I mean. Method #2 - The "Fire My Ad Agency" Referral Method This referral method was deveopled specifically for those businesses who offer referral fees in exchange for qualified referrals. Many big ticket retailers offer referral fees and even a lot of professional service providers offer referral fees. And if they don't offer referral fees, many of them offer a prize or gift in exchange for a referral. This referral method is based on the age old marketing strategy that all you need to do is give people are solid reason why you're offering something, and your sales will increase. In a book called, "Influence: The Psychology of Persuasion" Robert B. Cialdini talks about an experiment by Harvard social psychologist, Ellen Langer, that concluded people like to have a reason for what they do. Her experiment consisted of people waiting in line to use a library copy machine and then having experimenters ask to get ahead in line. The first excuse used was "Excuse me, I have five pages. May I use the Xerox machine because I'm in a rush?" This request coupled with a reason was successful 94% of the time. However when the experimenter made a request only: "Excuse me, I have five pages. May I use the Xerox machine?" this request was only granted 60% of the time. A significant drop. Okay now for the shocker. It may seem like the difference between those two requests was the additional information of "because I'm in a rush", but that's just not the case.  Because in a third experiment, the experimenter asks "Excuse me, I have five pages. May I use the Xerox machine because I have to make some copies?" There's no reason mentioned or new information presented, just the words "because". This time a full 93% of the people said yes simply due to the word "BECAUSE"! And it didn't even matter that there was no reason given. Just the word "because" triggered a magic response. So what I've done is created a very unusual referral card that is sent to your customers, clients, and patients, which gives them a valid reason why you want to send them referral fees. The card tells the recipient that you are sick of paying a bunch of money ad agencies when instead, you should be sending the money to customers like them. The card immediately gets people's attention because it starts out by saying, "I'm firing my ad agency" and of course the recipient is now dying to read the card to fine out why you are firing your ad agency. This is what the card actually says.... Front of Card - "I'm Firing My Advertising Agency and Giving My Money to You Instead" Inside of Card - "I'm firing my advertising agency and giving my money to you. I've decided to stop all my advertising and give that money to you in the form of referral fees. Why pay the ad agencies when teh best form of advertising is when a great customer like you refers my business to their friends and associates. Please don't keep my business a secret. Let me send you some money!" This dynamic referral card gives a good reason why you don't want to pay your ad agency any more & how that can be a great oppor- tunity for your customers. It gives them a reason to start giving you referrals. It also explains how you can afford to pay out referral fees. Now in your personal message on the left hand isde of the card, you can reiterate the card's message and let them know how much you're willing to pay for a referral and instructions on how they can take advantage of your referral program. If you have a referral program that pays referral fees or if you thikn you should, and just haven't started one yet, this referral card is a fantastic way to start your program and begin getting a flood of referrals. Use it consistently in your follow up marketing program and you'll see the results. They will surprise you.  All card designs, text and info on this page are copyrighted by Marketing Best Practices, used w permission
© 2003 ILoveCards.net Laurie Delk
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