Page 227 - Duct Tape Marketing

Duct Tape Marketing

 Mail a personal letter and enclose a “proposed letter of
referral” that simply needs to be copied onto their letterhead.

 Send four referral-type postcards, already stamped and ready
for them to send.

 Send them a supply of business cards.
 Give your referral source a supply of pens with your company

logo.
 Put a list of prospects in front of them and ask them if they

can help you with anyone on your target list.

Be easy to refer and you will be the provider of choice when the
referral moment arises.

Follow Up!
It’s always a good idea to keep your referral sources involved and

motivated. Let them know when you have contacted a referral. Let
them know how it went. And by all means, let them know when one
of those referrals turns into a new client.

Your referral sources provide referrals because they want to see
your firm prosper. The bigger the role they see themselves playing in
that, the more involved they will become. Thank your referral sources
in meaningful and genuine ways.

Create Win-Win Motivation
If you’ve found an effective way to generate business, teach your

referral resources how to do it as well. Help them get what they want
before you ever ask for a referral, and you will find referrals coming
your way in droves.

Kris Gay of Making Memories Photo & Video in Fort Wayne,
Indiana, markets her photography services to bakers, caterers, florists,
bridal shops, reception sites, nail salons, and beauty shops—all places
where her brides are sure to shop.

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