Using Data and Research to Inform Referral Marketing Strategies

Corie Dawson 00:01
So what we’re discussing,

00:04
you need to essentially beat to the punch of talking about the only word of mouth referral base, if you get there first, they’re

Corie Dawson 00:09
gonna know you’ve understood research the business and they can’t take that position. Yeah. So you need to be very specific with that. You need to be very sharp, okay, I promise you younger and they’re old. And you, you know, Farkle until you know something, right. So you’d say, look, Mike, thanks for your time. I’ve done some research will tell you about this has been around for 20 odd years. It says you got 30 or stops? Does that sound? Right? Right. We must say, No, I’ve got way more, I get trapped. You need to update your website there. Right. I mean, I even think that we should go down that path. We were doing pictures, websites to go right down to those employees and look at their LinkedIn profiles and look at adjusting those as well, eventually, because I don’t have the product. Right? So the name of the game is this right? Is is where you want to capture their attention is it’s very simple. And you’ll have them every single time. I say, Look, you know, you’ve been around for 30 years, you must be doing something right. You must be just on your own. And I gotta hop on blah, blah. And say, I’m gonna have another stab in the dark here. That a lot of your work has come through referrals. Please do great work with me right by Yeah. All our work comes from referrals. Right? Well, this one I’ll talk to you about. Because the biggest misconception around web is that your referrals are not sussing you out online. And that’s because the thing is, it’s anecdotal. You know, anecdotal is

01:51
just like, made up the thing that floods.

Corie Dawson 01:55
Stuff it was pointed out, all right, you think that was saying what you’re doing is they’re getting meetings?

Corie Dawson 02:09
I am di, D, just use a bloody spellcheck. And Google thinks you might counteract the effects position. That’s

02:31
not necessarily true or reliable, because based on personal accounts, rather than facts or research, an example is, while there’s so much anecdotal evidence, that was a little hard fact.

Corie Dawson 02:43
So use that with a didn’t go to any database, any means, okay, that because people call you up, and you get a referral, or you think everyone’s calling, right? Because that’s your experience. Yeah. But the problem is, it’s tip the iceberg. The iceberg is,

03:01
yes, so tiny sliver of what’s actually the truth on an iceberg

Corie Dawson 03:05
under the water, you’ll only see this much the rest is sitting under this. And so that evidence that you’re getting is angered or sits at the top of the iceberg. And that’s the concept you need to play. Like you say, Look, I am saying those systems without understanding that you get the bulk of the referrals. But the cool thing is where we got a lot of clients is I looked at your website. And you know, we look at your website of a salesperson, and it’s so it’s cheap, salespersons so cheap, even if it’s been 20 grand, is still cheap, because it sounds for you that you really liked. But you know, we’re not talking about and see what I’ve done there. I took a big dollar value and say it’s cheap at 20 grand, just expand their brain around cost them I think I’ll call this one strategy quick, 20 grand, the whole time, they’re thinking you’re gonna come in at 20 grand or you say 10 grand 15 grand Pick and Pluck a number. Obviously, if it’s a big multinational company, you can pick a number and you work your way back to sending me 1500 bucks. That’s how I got 100 success rate because they think that I’m selling them a fucking Ferrari. Right and then I roll up the fit. Know that sounds so bad, but it’s cheap, and they need to sell this the concept of you know, they’ve got a successful business to get referrals. And the big The biggest misconception is that all your referrals are just calling you. Right? It means something