How to Create Great Word of Mouth
How to Create Great Word of Mouth
Today, word of mouth is drown out by radio, TV, newsprint, mail, billboards and email advertising and publicity. Today it is a lot harder to get the neighborhood buzzing over the blueberry pie at your local diner.
Today you can use technology and traditional marketing channels to get the word out in a different way-a way where you are sure that everything said about you is true. Everybody responds differently to different approaches. Remember, even if you do not get a quick response to one marketing effort, you are building toward a sale. Some people need eleven different opportunities to see, hear, or directly experience your product or service before they make a buying decision. For this reason, I encourage you to use many different marketing approaches to get the word out and create great word of mouth.
To create your own word of mouth, follow these ideas. Soon, everyone will be saying, "Oh yeah, I have heard good things about you!"
Testimonial from a Client
When you go out of your way for a client, when you are exceptional in your efforts to serve them, when you have established a strong relationship with them, when they really care about your success, you may ask them, to go an extra mile for you, and write a testimonial letter to their colleagues or friends who match your target client profile. Ask them to mention in the letter specific services you offer and the results you achieved. Enclose a special offer for anyone who receives this letter. Even if you do not get an immediate response, the recipients may tell others. Follow-up these letters with a phone call.
Joint Coupon Offer
Find another businessperson who serves a similar client base as yours. Trade services and, if you are both satisfied with the other's service, write a testimonial letter for each other on company stationary. Describe what you do and why the other business is valuable to you and your business. Enclose a special offer and mail it to each other's clients and potential clients.
Booklets
Booklets are a great way to get the word out, establish your company as an expert in the industry and function as a value added item that other businesses can give their clients. For example real estate offices can give out booklets on successful moving from the local moving company. The local moving company can give out booklets on how to prepare your home for sale provided to them by the local real estate office. The gym and the health food store, the image consultant and the makeup artist, and the professional organizer and the desktop publisher can all trade booklets.
"Stuff" with Your Name on It
Chotckes, knick-knacks, doo-dads, trinkets --whatever you call them, people love or hate them. To make sure people love them, they need to be something useful that people can interact with. Clocks, calendars, anything that just sits there is better than anything that ends up in the bottom desk drawer or worse in the trash. I prefer "stuff" that people have to touch to use. Mugs are great and last a long time. You can get anything with your name on it. Think of something creative that represents your business-- a shoehorn for the shoemaker, a recipe holder for the caterer, a screwdriver for the carpenter.
Writing
Get the word out by writing value-added articles that are of interest to your potential clients. Get these articles placed in publications that your potential clients read. At the end of the article provide information about the benefits your business provides and how to contact you. An article can be better than a speech because that article is permanent and can by modified for other publications or purposes.
Recopy Articles
It does not matter if almost no one saw your article in Insurance Monthly because you are going to send him or her a copy. Write at the top, "In case you missed my recent article in (title of magazine) here is a copy, I think you will find it valuable". Seeing your name and information in print, adds credibility. This will make people more confident about singing your praises.
Speaking
Get in front of potential clients and, let them hear what you have to say about subjects that are of interest to them. If you are memorable you will create great word of mouth. If you are nervous about speaking in public, start by serving on a panel where you speak only for a short time. Do whatever you must to get over your fear of public speaking.
If you incorporate these ideas, everyone will know your name and your business. Once people recognize your name, they will see it everywhere if you do a good job of getting the word out.
How to Create Great Word of Mouth - To learn more about this author, visit Caterina Rando's Website.
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The best thing for any business is great word of mouth. That comes from clients that are so happy, they can not keep quiet. Despite outstanding product and service providers, people are too busy to spread the word.
Today, word of mouth is drown out by radio, TV, newsprint, mail, billboards and email advertising and publicity. Today it is a lot harder to get the neighborhood buzzing over the blueberry pie at your local diner.
Today you can use technology and traditional marketing channels to get the word out in a different way-a way where you are sure that everything said about you is true. Everybody responds differently to different approaches. Remember, even if you do not get a quick response to one marketing effort, you are building toward a sale. Some people need eleven different opportunities to see, hear, or directly experience your product or service before they make a buying decision. For this reason, I encourage you to use many different marketing approaches to get the word out and create great word of mouth.
To create your own word of mouth, follow these ideas. Soon, everyone will be saying, "Oh yeah, I have heard good things about you!"
Testimonial from a Client
When you go out of your way for a client, when you are exceptional in your efforts to serve them, when you have established a strong relationship with them, when they really care about your success, you may ask them, to go an extra mile for you, and write a testimonial letter to their colleagues or friends who match your target client profile. Ask them to mention in the letter specific services you offer and the results you achieved. Enclose a special offer for anyone who receives this letter. Even if you do not get an immediate response, the recipients may tell others. Follow-up these letters with a phone call.
Joint Coupon Offer
Find another businessperson who serves a similar client base as yours. Trade services and, if you are both satisfied with the other's service, write a testimonial letter for each other on company stationary. Describe what you do and why the other business is valuable to you and your business. Enclose a special offer and mail it to each other's clients and potential clients.
Booklets
Booklets are a great way to get the word out, establish your company as an expert in the industry and function as a value added item that other businesses can give their clients. For example real estate offices can give out booklets on successful moving from the local moving company. The local moving company can give out booklets on how to prepare your home for sale provided to them by the local real estate office. The gym and the health food store, the image consultant and the makeup artist, and the professional organizer and the desktop publisher can all trade booklets.
"Stuff" with Your Name on It
Chotckes, knick-knacks, doo-dads, trinkets --whatever you call them, people love or hate them. To make sure people love them, they need to be something useful that people can interact with. Clocks, calendars, anything that just sits there is better than anything that ends up in the bottom desk drawer or worse in the trash. I prefer "stuff" that people have to touch to use. Mugs are great and last a long time. You can get anything with your name on it. Think of something creative that represents your business-- a shoehorn for the shoemaker, a recipe holder for the caterer, a screwdriver for the carpenter.
Writing
Get the word out by writing value-added articles that are of interest to your potential clients. Get these articles placed in publications that your potential clients read. At the end of the article provide information about the benefits your business provides and how to contact you. An article can be better than a speech because that article is permanent and can by modified for other publications or purposes.
Recopy Articles
It does not matter if almost no one saw your article in Insurance Monthly because you are going to send him or her a copy. Write at the top, "In case you missed my recent article in (title of magazine) here is a copy, I think you will find it valuable". Seeing your name and information in print, adds credibility. This will make people more confident about singing your praises.
Speaking
Get in front of potential clients and, let them hear what you have to say about subjects that are of interest to them. If you are memorable you will create great word of mouth. If you are nervous about speaking in public, start by serving on a panel where you speak only for a short time. Do whatever you must to get over your fear of public speaking.
If you incorporate these ideas, everyone will know your name and your business. Once people recognize your name, they will see it everywhere if you do a good job of getting the word out.
How to Create Great Word of Mouth - To learn more about this author, visit Caterina Rando's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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