|
|
Like this article? PLEASE +1 it! |  |
|
Advertising & Referrals -The Two Big Punches of Marketing
Written by: Bob JanetArticle Overview: The 5 reasons to advertise and why to use referrals
 |
Free Download - Don't operate like a Cave Man.... By Bob Janet |
Advertising & Referrals -The Two Big Punches of Marketing
5 great reasons to advertise:
1. To reach new customers.
2. To keep your name before current customers. The National Retail Merchants Association states, “Mobility and non-loyalty are rampant. Businesses must promote to get former customers to return.”
3. Because it pays over the long-term. A 5-year survey of more than 3,000 companies found that advertisers who maintained or expanded advertising over a 5-year period saw their sales increase an average of 100%, and companies which cut advertising experienced sales decreases.
4. To generate traffic. Continuous traffic is the first step toward sales increases and expanding your base of customers.
5. To increase sales and profits. Businesses that succeed are usually strong, steady advertisers.
Never advertise for the wrong reasons:
A. Because your competition is advertising.
B. Because the media representative tells you to.
Advertise for the right reason.
To make a sale.
I think I first started looking for a way to compliment my media advertising when I heard my father telling one of his colleagues, “I know half of my advertising works, I just don’t know which half.”
Knowing it would be a sales disaster to eliminate advertising from my marketing plan, I looked for a means of marketing that would compliment my advertising and enable me to gain new customers, retain present customers and lower my marketing cost.
I discovered the top sales producers increase their sales and profits by complementing their advertising with ‘referral marketing.’
It is as true now as it was when the very first commerce began. “The more referrals you get, the more sales you make.”
Use Referrals because:
1. People like to make purchases from businesses where others they know have been successful and satisfied.
2. The cost of gaining referrals is a fraction of the cost of an advertising campaign.
3. All referral marketing costs is the short time it takes to ask for them and an occasional lunch or thank you gift.
4. One satisfied customer can give you a lifetime of referrals.
You do the math. How many satisfied customers do you have? Put your numbers in.
Example:
You have 1000 satisfied customers.
Let’s say only half of your satisfied customers give you referrals. That would be 500. Now you ask all 500 for five or six referrals, but they only give you two.
2 X 500 = 1000 new quality prospects.
Okay, let’s say you are not all that good at closing, so you only close 25% of the referrals. You still have 250 new customers, and it did not cost you a cent. Plus, after you make your new customer happy by solving their needs and problems, they will give you referrals, if you ask them.
5. Most people love giving referrals when they have been satisfied and have had their needs and problems solved by your products and services. People like to help others.
It’s a no brainier:
Combining Referral Marketing with your Advertising is a Big Win.
Gaining and using referrals,
Cuts your marketing cost
Increases your sales
Increases your profits
So why isn’t everyone in business using referrals? Why are only the top sales producers using referral marketing?
I think for a couple of reasons. One, and the most prevalent, is most salespeople don’t ask for the sale, and asking for a referral is much like asking for a sale, although much less stressful because the person already knows and loves you. After all, you have solved their needs and problems. And second, most salespeople, 80%, are just plain not aggressive. Not aggressive because somewhere along the way to modern day selling someone made aggressive a four letter word. Perhaps it was the loudmouthed, pushy prototype salesperson we all dislike and dislike being compared to. But you do not have to be loudmouthed and pushy to be aggressive. All you have to do is make sure your aggressiveness is a benefit for the customers. I call it professional aggressiveness.
Getting Referrals
Karma Keys to a Referral-Based Business
Did You Get Any Referrals Today?
Stress-Free Selling® - Go After the Easy Sales First
Endless Referrals
Article Tags: advertisers, advertising campaign, association states, colleagues, compliment, continuous traffic, experienced sales, first commerce, loyalty, marketing cost, marketing plan, media advertising, media representative, occasional lunch, referral marketing, referrals, retail merchants association, right reason, sales increases, short time
|
About the Author: Bob Janet RSS for Bob's articles - Visit Bob's website  Click here to visit Bob's website   FREE A powerful sales technique Increased Aggressive Selling Increased sales Do a better job and you will get paid more Your customers can only have 2 out of 3 Or your lose money Overcoming Objections with the Turn Device |
Related Forum Posts
Top 19 Copywriting books
- 1. Ogilvy on Advertising. David Ogilvy. Wiley.
2. Positioning: The Battle for your Mind. Al Ries and Jack Trout. Warner.
3. The New Positioning. Jack Trout. McGraw-Hill.
4. Tested Advertising Methods. John Caples. Prentice-Hall.
5. How to Make your Advertising Make Money. John Caples. Prentice-Hall.
6. Guerrilla Advertising. Jay Conrad Levinson. Houghton Mifflin.
7. Direct Mail Copy that Sells. Herschell Gordon Lewis. Prentice-Hall.
8. Sales Letters that Sizzle. Herschell Gordon Lewis. NTC Business Books.
9. Herschell Gordon Lewis on the Art of Writing Copy. Herschell Gordon Lewis. Prentice-Hall.
10. Romancing the Brand. David Martin. American Management Association.
11. The Art of Writing Advertising: Conversations with William Bernbach, Leo Burnett, George Gribbin, David Ogilvy, Rosser Reeves. NTC Business Books.
12. Confessions of an Advertising Man. David Ogilvy. NTC Business Books.
13. My Life in Advertising. Claude Hopkins. NTC Business Books.
14. Scientific Advertising. Claude Hopkins. NTC Business Books.
15. How to Become an Advertising Man. James Webb Young. NTC Business Books.
16. The Lasker Story as He Told It. NTC Business Books.
17. Advertising Concept and Copy. George Felton. Prentice Hall.
18. The Copy WorkShop Workbook. Bruce Bendinger. The Copy Workshop.
19. Hey, Whipple, Squeeze This: A Guide to Creating Great Ads. Luke Sullivan. Wiley.
This should keep you busy for at least a year.
Enjoy!
Re: Why Some Websites Sell and Others Don’t?
- There is myth that if you build websites people will come. It is never through, you need to do a lot of things to make your website to work. You have many models of attracting traffics to your site.
PPC
Article Marketing
SEO
Press Release
Banner Ads
Forum Posting
Classified Advertising
Media Buying
Solo Ads
and a lot of more. If you are not doing any of the above your websites will just be one of the millions of the unknown sites in cyber space
Re: What is your Business?
- We are running a Online Marketing Firm and we have some good clients to which we are offering a complete Digital Marketing strategy like Search, Mobile Marketing, Branding and Design. I think in Online Marketing company online presence can be a wining factor for the success of the company.
Re: Let’s talk about the ways of marketing your products, servic
- I agree with some of the others who responded it depends on what your selling... but to answer your questions here are some of the methods I use.
Forum Marketing
Yahoo Answers (I need to use more of)
SEO (Search Engine Optimization)
Bum Marketing or Article marketing
P-P-C (Pay Per Click) Marketing
Online Directories
Hope this helps.
Re: Should Evan add a "Social Media Marketing" category to the f
- Hi,
Online Marketing would be a great title, and having sub categories would make it even better, there would plenty of categories to choose from, Social Media, SEO, Article Marketing and yes even Affiliate Marketing to name just a few,
great looking site btw Jeff,
take care,
Carol
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Gas bills go up by 18% can we take any more
RULE YOUR BUSINESS LIKE A SHINE STAR
Is the iPad useful? One CEO tells all ....
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.