The Best Marketing Strategy

As professionals in the promotional products industry, it’s important that we build a referral network. To be referred is the best marketing option available to grow our businesses. Our goal is to turn strangers into friends, friends into customers, and customers into our sales force. Success comes when we can establish a process that encourages our customers to market our services to other businesses. Business owners are highly connected…and, if you can get them talking about your business, that’s the most cost effective way to grow your business.

Now, volumes have been written on how to build a referral network including three of my favorites: “The Referral of a Lifetime” by Tim Templeton, “Never Eat Alone” by Keith Ferrazzi and The Go-Giver Sells More” by Bob Berg and John David Mann. 

But, before you run out and buy these books, there a four simple habits that will greatly increase your referrals. These crucial habits, upon which all referability depends, were developed by Dan Sullivan, The Strategic Coach®. They are:

•  Show up on time.
•  Do what you say.
•  Finish what you start.
  Say please and thank you.

Yes, they sound simple. Yes, your mom and dad taught you these habits. But, these basic expressions of respect and appreciation are often lacking in the business community. Your homework, should you decide to except this assignment, is to start putting these four habits to work today, while simultaneously paying attention to how often these habits are not practiced within the business community.