The most important business key figures include the referral rate. It should be right up front in the annual report / marketing plan. Because who is no longer recommended, might tomorrow already no longer. 20 + 2 questions for a successful referral marketing 1. Who recommended you already? 2.
How have you to thank for this? 3. Why are you recommend, and why are they not recommended? You ask the customer for this purpose: to what extent can you imagine, to recommend us to others? And if to imagine why exactly? And if no: why not? If there’s one thing for you guaranteed could recommend us to others, what would that be for you? And if there’s one thing for you quite sure not to recommend us to others, what is it specifically for you? 4. in per cent: how tell a friend about you many of your customers? 5. what referrer recommendations the most effective? Are there industry – or gender-specific or regional or national differences? 6. What is your completion rate at recommended business? And not recommended? 7 with probability become recommendation employee EMP errors? 8.
have you selected the referrer in your database as such? 9. give your customers to understand that you appreciate a recommendation? 10 how many customers come to you on the basis of a recommendation? 11 what is your rate of recommendation in percent: (= proportion of customers who came on the basis of a recommendation)? 12. examine how the recommendation process in detail is gone? 13 and have derived very specific further action from these findings? 14. ask your customers if they know others who might be also interested in your performance? Tip: Provide your request with reasons, such as: I would like to expand. Who do you know, the is Maybe our offer also interested in may? 15 are your letters, brochures, offers, invoices, newsletters etc. with recommendation notes? 16 has a refer a friend link your Web page? 17 you have stories about successfully blotted recommendations ready that you can place in the customer conversation? 18 ensure exceptional activities for conversation and Word of mouth? 19 looking systematically for opinion leaders and influencers in your environment? And as you trying to win this for themselves? 20 do you use relationship networks on the Internet and in the real world for your recommendation work? 21 own idea: 22 own idea: source: Anne M. Schuller, future trend referral marketing the best sales accelerator of ever (BusinessVillage, 2nd ed. 2008).