82- Successful Referral Marketing for the Entrepreneur
March 6th, 2009
In this episode of The Struggling Entrpreneur podcast series, we interview Mike Coy, the head of the Referral Institute of Austin–a training firm that helps Entrpreneurs and Small Business Owners to understand, learn and internalize the tactics, tips and steps of successful referral marketing and word-of-mouth marketing.
In this audio episode, you will see how Mike describes the pitfalls of the recently-launched entrepreneur when this new small business owner tries to SELL to a client in desperation (mainly due to financial pressures). Obviously, the client’s reaction is lukewarm, at best–because, as Mike points out, no one wants to be sold to.
Instead, Mike explains how the buying process for a client is made easier for the entrepreneur when Referral Marketing is used properly–and then, the customer or client becomes your biggest evangelist, promoter and inside salesman. See how Mike explains how a customer wants to buy from a trusted source–that is, from a referral.
Mike’s prior successful experience in other areas such as real estate magazine sales–as well as insurance– demonstrate that just knowing how to “address objections” is not enough any more in today’s competitive market to help you make your sales objectives.
The training course that Mike describes has a proven track record of helping the entrpreneur get on the correct path of increasing clients, increasing leads, increasing sales and increasing satisfied and delighted customers (who then become your best “sales force” for your business).
We apologize for the ambient noise, but this interview was conducted on the show floor of a recent Entrepreneur Expo in the downtown Austin area.
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