Generating referrals is the lifeblood of any business and yet it’s often the hardest thing to do on a consistent and organised basis. Over the years we have honed and perfected a process that delivers thousands of referrals for any business on tap…
The key is to drive your promotion based on the knowledge that people buy, act AND refer emotionally, impulsively and instinctively.
There is very little human interaction needed, particularly in the B2C marketplace. The whole process can be driven through digital marketing and social media. We usually run a number of proven emails over the three days to existing customers and combine that with a paid for, social proofing exercise across Facebook.
More referrals in three days than you normally get in three months
To achieve these types of results, we need to add a few key ingredients – we call these Behavioural Selling Strategies™ – to the marketing campaign. Two of the three key behavioural strategies that are essential to the success of a referral generation campaign are what we call Spotlight Bias and Frantic Selling.
The second Frantic Selling, is the most effective ‘sales improver’ we use. By reducing the sales time and the availability of a product or service down to its bare minimum, your sales escalate disproportionately. This is down to two key behavioural drivers; Fear of loss and social proofing.
Fear of loss lies at the core of our primal instinct to survive – it overrides any ideas you may have of a rational, logical response to a situation
Fear of loss lies at the core of our primal instinct to survive. When triggered it overrides any ideas you may have of a rational, logical response to a situation and you return to your impulsive need to act – you literally create a ‘temporary lobotomy’ within the logical part of your brain to avoid this feeling wherever possible.
It’s why during the January sales you buy that jumper that’s just a little bit too tight or not really ‘your colour’, but hey it’s 50% off. It’s why when you buy a carton of orange juice that’s on a 3-for-2 offer, you then instinctively grab a second and a third because well ‘I get one free’.
To sum up, by creating a swell of interest around a promotion and reducing the time that it is available for you create extremely high levels of buy-in, and involvement allowing you to generate more referrals in three days than you would usually generate in three months.
Case Study: Uk Based Gym Chain
Working with one of the UK’s leading fitness chains we implemented a lead generation programme which delivered 13,628 member referrals in just three days.
…And 3,712 of those booked an appointment, of their nearest facility, automatically within 12 hours of being referred using our Customer Generation Platform.
Harness the power of Behavioural Selling Strategies™
If you’d like to discuss further how you could blend a mix of behavioural psychology, digital marketing strategy and software technology to deliver similar results for your business we’d love to talk…
Call us on 0870 742 4458
