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| | Post New Topic | | The Power of the Third-Person Referral | Views: 133 | | Apr 04, 2009 9:20 pm | | The Power of the Third-Person Referral | # | 
Lamar Morgan 707-709-8605 | | When was the last time you actually used the Yellow Pages to meet a specific professional need for yourself - like a doctor or an attorney? I confess I do not rely on the Yellow Pages to guide my most important buying decisions. Why? Because I need something more than what you see in print. I need a personal recommendation. If I am looking for a good doctor, I am not going to be told what I need to know in the Yellow Pages. I need a personal testimony to a person's expertise BEFORE I commit myself to their person's services.
There seems to be something about a third-party endorsement that really does seem to validate a person's credibility. Right now, I am in the midst of a very exciting campaign to promote a grant-writing seminar. A lot of folks have signed up to attend. But, they did not do it because I asked them. They have done so because someone else asked them.
It is amazing to me that news of this event is spreading like wildfire simply because folks are talking about it. There has been NO paid advertising. Just a few well-placed press releases and word-of-mouth. That's all. But, that seems to be all that is necessary. If people figure out something is a good idea they will actually spread the idea rather than simply harbor it within themselves.
Lamar Morgan
CDMM - Synergistic Business Marketing
707-709-8605
Attract more customers!
Private Reply to Lamar Morgan 707-709-8605 | | Apr 05, 2009 6:10 pm | | re: The Power of the Third-Person Referral | # | 
Walter Paul Bebirian | | I think that from my perspective - a third party endorsement is best acquired by doing my work well as best I can - without seeking that third party endorsement (or word of mouth advertisement) and then it comes from the heart and good wishes of the people making the endorsement - without any interference or manipulation from my efforts whatsoever -
That you may get third party endorsements for your project is wonderful - it is best not to then seek more third party endorsements because that method works so well - for you may just find yourself losing those that you already have - It is best to simply focus on doing your job the best that you can -
remember this is from my perspective and may not apply to you - and what you do -
http://www.575488trillion.com
http://bebirianart.com
http://bebirianart.blogspot.com/
http://www.greenschild.com
Private Reply to Walter Paul Bebirian | | Apr 05, 2009 7:15 pm | | re: re: The Power of the Third-Person Referral | # | 
Heidi Caswell | | Third party referrals are the best. Surprises me how quickly it shortens the time it takes to make a decision to buy.
Seeking 3rd party referrals, my favorites are those that come unasked. I have have a friend looking for a good dentist, doctor to fix their back, etc. I will send them to the best person I know. But sometimes my mind blanks out and I can't remember their name.
We bought a car from a salesman in another town. He wanted to sell one more car at the end of the month and gave us a special deal. He even drove to our home to sign the papers and had the car delivered at our door on a flatbed with 11 miles on it. Very cool service. Thing is, we never heard back from the salesman since we bought the thing. Friends ask who did we buy from, and I just say someone over in ... town. Now if that salesman had stayed in touch, send a thankyou card, christmas card, a phone call, how is the car doing? anything from him, most likely I'd have remembered his name.
I know florists who send out reminders of special events such as mother's day. Oh yes, it is Mother's day, I need to order something, cool their number is on the card, I'll give them a call. Nothing wrong with asking if they know of anyone who also needs to buy a gift. Even give a coupon they can hand to a friend.
Not manipulating others, but reminding others that you care about them, keeping your name top of mind. Nothing wrong with letting others know you appreciate referrals, if you do it right, asking from your heart. Get the book endless referrals for plenty of good ideas.
We had a great company work on our AC. Couple years later it went out, (was over 20 years old) and I could not remember their name. I hadn't heard from them in 2 years. Took me a while on the phone to find the right company. If you ask "Are you the company that gave us a quote 2 years ago?" no one wanted to say "Nope that was not us." We almost used somebody else.
You get more referrals by actively staying in touch, (not being a pest or a nag), by working towards getting more referrals. Yes, doing a great job in the first place is most important, but you can get more referrals if you actively work at it.
Heidi Caswell
http://connectsimply.com/blog
Private Reply to Heidi Caswell | | Apr 05, 2009 9:08 pm | | re: re: re: The Power of the Third-Person Referral | # |
Lamar Morgan 707-709-8605 | | Heidi,
I see your point and I see Walter's. I think there is a good compromise here. Yes, the excellent work you do sends a very powerful message, Walter. People, no doubt, respond to your photographic expertise. I also think nurturing one's audience is a good idea, too as Heidi pointed out. I always get birthday and Christmas cards from my insurance man. And, I have yet to meet the guy. I actually signed up with him through the referral of a friend.
However, I also think that in these challenging economic times, designing a marketing approach between small business people can also work wonders. Shopping centers, for example, where various merchants get together and plan a festival, is a good idea. They can coop their promotional expenses and save money. They can also reap the benefits this kind of synergy has to offer. If done properly, the merchants can offer their public better deals for less money. Therefore, both the buyer and seller end up winning. And, who doesn't like winning?
Lamar Morgan
CDMM - Synergistic Business Marketing
707-709-8605
Attract more customers!
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