How to create Word Of Mouth Advertising
How to create Word Of Mouth Advertising
Positive word of mouth clearly helped Marucci Bat Company achieve success. What was the key catalyst? Credibility. The college ballplayer who used the bat was an All-American at LSU. His experiences with the bat were crucial testimonials with other ballplayers. People tend to listen to others they consider credible sources of information, so once that credibility was established, the word began to quickly spread.
1.Create word of mouth advertising (WOMA) through Credibility
A. First you must have a credible product or service. One that truly makes a difference in the life of the customer or in their business success.
B. You must get your product in the hands of creditable people. People that others will believe, people that others will stop what they are doing and listen to. People that others seek out for advice.
If you are lucky enough to have someone that is creditable purchase your products / services and tell others about them you are fortunate. But who among us wants to wait until we get lucky? Not me.
Back in the 70’s, I was retreading tires for a living, when retreaded tires were looked down upon. Most retreaders relied on low price to market their tires. I decided if I could gain credibility for the tires I produced I could increase my price and profits. I did a number of things to gain credibility for my retread tires:
1. Conducted tours through my retread shop to show the quality and care we used to produce the tires. 2. Gave a better guarantee on my retread tires than new tire manufacture’s gave. my entire adjustment rate (the rate of tires we replaced because of defects) was only 1/2 of 1%, whereas new tires were a whopping 7%. 3. Gave the customers a 100% money back guarantee if they were unsatisfied with the tires in any way.
But the most productive thing I did was to create Word Of Mouth Advertising.
A. I looked around my community to find the most influential people that could help me by being my customers. (Successful business people, clergy, teachers, and community leaders)
B. I aggressively marketed to them with cost savings, quantity discounts and better service than they were receiving from my competition.
I did the same thing when we sold color televisions in the 70’s. We first marketed to people that could afford a color television. Back then most people were still buying radios and black and white TV’s. The black and white TV’s sold for $300- $600. Color TV’s started at $1200. I then asked the buyer to invite his family and friends in for a demonstration I conducted. (I may have been the predecessor to the Tupper Ware Party.)
I am still doing the same type of Word Of Mouth Advertising today in my speaking/sales training business. I first market to the most influential association and business leaders. After I deliver what I promised, a fun-entertaining, content loaded program that will help there members and businesses increase sales and profits immediately, I stay aggressive and ask them to help me by recommending me to their peers.
Find the most influential people to sell to and get them to recommend you to others.
How to create Word Of Mouth Advertising - To learn more about this author, visit Bob Janet's Website.
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A father from Baton Rouge, Louisiana, named Jack Marucci decides to make a baseball bat for his son. A local college ballplayer hears about the bat and decides he needs one. He uses it and tells a friend. The friend uses it and then tells a pro ballplayer about it. The pro calls, asks for a bat, has some success, and then talks to another pro player. Soon enough, several of the biggest names in major league baseball are calling with orders for more bats. All this with zero advertising.
Positive word of mouth clearly helped Marucci Bat Company achieve success. What was the key catalyst? Credibility. The college ballplayer who used the bat was an All-American at LSU. His experiences with the bat were crucial testimonials with other ballplayers. People tend to listen to others they consider credible sources of information, so once that credibility was established, the word began to quickly spread.
1.Create word of mouth advertising (WOMA) through Credibility
A. First you must have a credible product or service. One that truly makes a difference in the life of the customer or in their business success.
B. You must get your product in the hands of creditable people. People that others will believe, people that others will stop what they are doing and listen to. People that others seek out for advice.
If you are lucky enough to have someone that is creditable purchase your products / services and tell others about them you are fortunate. But who among us wants to wait until we get lucky? Not me.
Back in the 70’s, I was retreading tires for a living, when retreaded tires were looked down upon. Most retreaders relied on low price to market their tires. I decided if I could gain credibility for the tires I produced I could increase my price and profits. I did a number of things to gain credibility for my retread tires:
1. Conducted tours through my retread shop to show the quality and care we used to produce the tires. 2. Gave a better guarantee on my retread tires than new tire manufacture’s gave. my entire adjustment rate (the rate of tires we replaced because of defects) was only 1/2 of 1%, whereas new tires were a whopping 7%. 3. Gave the customers a 100% money back guarantee if they were unsatisfied with the tires in any way.
But the most productive thing I did was to create Word Of Mouth Advertising.
A. I looked around my community to find the most influential people that could help me by being my customers. (Successful business people, clergy, teachers, and community leaders)
B. I aggressively marketed to them with cost savings, quantity discounts and better service than they were receiving from my competition.
I did the same thing when we sold color televisions in the 70’s. We first marketed to people that could afford a color television. Back then most people were still buying radios and black and white TV’s. The black and white TV’s sold for $300- $600. Color TV’s started at $1200. I then asked the buyer to invite his family and friends in for a demonstration I conducted. (I may have been the predecessor to the Tupper Ware Party.)
I am still doing the same type of Word Of Mouth Advertising today in my speaking/sales training business. I first market to the most influential association and business leaders. After I deliver what I promised, a fun-entertaining, content loaded program that will help there members and businesses increase sales and profits immediately, I stay aggressive and ask them to help me by recommending me to their peers.
Find the most influential people to sell to and get them to recommend you to others.
How to create Word Of Mouth Advertising - To learn more about this author, visit Bob Janet's Website.
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle'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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