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The Marketing Madness of the Pre-Sale: Why Word of Mouth and Referrals Matter
The Marketing Madness of the Pre-Sale: Why Word of Mouth and Referrals Matter
“Nothing influences people more than the recommendation from a trusted friend.”
-Mark Zuckerburg
Marketing, marketing, marketing—it’s all about the marketing, right? Not so fast.
While it’s true that you need to promote your products and services in order to attract new customers, it’s equally important to have happy, satisfied customers who are willing to tell their friends and family about you, your brand and your products. In short, while the traditional tell-don’t-sell approach may not work as well as it once did, word of mouth is still king when it comes to the modern business world.
In Marketing, You Need a Wing-man
Have you ever had a buddy be your wing-man to score an introduction to someone at a bar or in a club?
In marketing, this works the same way. It's what we like to call a referral. And it turns out that referrals are one of the most effective ways to generate sales.
How come?
Well, people buy from people they know and trust - even if they don't know them personally! And when word spreads about your company or product by word-of-mouth and referrals, it has a much greater impact than any other marketing campaign out there.
In Advertising, Word-of-Mouth is Key
Word-of-mouth is one of the most powerful marketing tools out there. It's free, it's effective, and it has an infinite reach. It seems like everyone is talking about your business - good or bad - but what matters is that they're talking!
The ability to create conversations around your brand has been proven time and time again to increase customer satisfaction, loyalty, and revenue. The more people who know about you, the better your chances are for success.
Why Online Business Feeds Directly into this:
As a small business owner, it can be difficult to get your name out there. You may think that advertising is an expensive endeavor, but word-of-mouth marketing is often just as effective and less costly.
When you provide a product or service that people enjoy, they will talk about it to their friends, family members, and peers without you having to do anything!
This means all businesses should pay attention to what their customers are saying about them online.
This is where your marketer's mindset matters:
Once you have identified your online customers, you can start listening to what they are saying and then engage with them. The easiest way to do that is through social media.
If you have ever referred anyone to anything (even a restaurant) you're a marketer:
Understanding how referrals work is important for any business. Social Media has made connecting with your potential clients easier than ever before because now you can actively listen to what people are saying about your company and products on Facebook, Twitter, Google+, YouTube etc.
Your Referrals Get You Paid:
Maybe you’re thinking to yourself, that seems great in theory but what’s in it for me? There are many reasons why it pays to encourage your customers to share their experiences online.
You might be thinking I know referrals are important, but I’m not really sure what to do about it. Have no fear, there are a number of ways you can encourage your clients to share their experience with your company online.
Let's take a look at a few:
First, it helps to ask your clients if they would like to refer friends and family after purchasing one of your products. Some companies even offer incentives for referring others such as discounted prices or free gifts.
It also never hurts to thank them after they purchase something from you which provides another opportunity to mention your referral program!
You can also ask your clients to write an online review or simply ask them how they found you. You can then respond to both their questions and comments!
It’s worth spending some time thinking about what you can do to encourage your customers to share their experiences online. After all, your brand is nothing without them!
Discover What You Like to Market through Your Customers:
You may be wondering how you can use your potential clients' feedback to market your business more effectively.
First, spend some time listening to what they have to say about your products or services.
Then, use their comments to help you identify what they like or don’t like about your business.
From there, tailor your marketing message accordingly and voila! You've just created content tailored to your customer base.
Pre-Sale Intel: Getting the Prospect What They Need:
Getting people the information they need to take advantage of your opportunity is what counts. Sometimes they want answers to specific questions, while other times they just want reassurance that this is something they want. Either way, make sure you deliver.
Invest Your Time:
Devoting some of your time into figuring out what your story is will help you uncover your pitch.
To find your story, you must first assess who you are.
For example, if you love cooking, maybe you specialize in vegan recipes. Or maybe you specialize exclusively in organic produce.
This is your unique selling proposition (USP).
Next, decide what your goal is - to become a renowned chef? To sell vegan dishes to the masses? To feed starving children around the world? Whatever it may be, once you know what motivates you, that becomes your USP. Once you know your USP, the next step is to figure out what your goals are.
In our scenario, the goal is to become a well-known chef.
From here, you'll want to figure out what steps you need to take in order to reach your goals.
Finally, craft a simple statement that encompasses everything we discussed so far and you’ll have your story.
Building Your Brand & Your Community Takes Time
Marketing your brand takes time. It doesn't happen overnight. You need to think about your content, how you're going to distribute it, how you're going to get people interested in it and what kind of value you can offer them that will make them want to share it.
You Got the Right Stuff, Baby...
With our Marketing Madness software, 2% of this is actually learning our system.
90% is your content.
And 8% is how you intend to put this content in front of an audience.
Whether it's through email, blog posts, social media or digital ads - there are many different ways to promote your pre-sale campaign. But all of these methods only work if you have a product that people want and they know they'll be getting something valuable from you when they buy into it.
What Do You Have to Offer?
It's not just about making a sale. It's about creating an experience that will make people want to share their experience with others.
A pre-sale is your chance to show people how great your product is before they buy it, as well as build a sense of urgency so that they don't wait too long to purchase. A successful pre-sale campaign can lead to increased sales during the actual launch.
How Can the Marketing Madness Software Help You?
If you're a business owner, marketing is your lifeblood. Without it, you wouldn't exist. The last few years have been an uphill battle for businesses as they've had to wrestle with how to stay afloat while still keeping up with the ever-changing digital world. But thankfully, Marketing Madness has come to save the day!
Marketing Madness is a software that allows you to track referrals, word of mouth and reviews in one place so you can see what's working best for your business. Our system allows you to take your business further, without the headache, so you have more time to devote to your brand.
Pre-Sale Knowledge is Power
If you haven't had the chance to check out our "Pre-sale" training video, be sure to do that now at the link below:
It's vital to understand the ingredients it takes to be successful in the digital marketing world. When it comes to the pre-sale, knowledge is power.
Until next time, wishing you digital battlefield success,
James Hendrix
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