Do Less: Get More Referrals… Huh?!

by Daryl Logullo | October 9, 2007 | Popularity: 4% | 927 views

Strange concept, if you think about it: Can doing less of something actually earn you more of what you really want?

Take referrals and introductions, for example.

Traditional wisdom in marketing says that the more you do, the more of a household name may become, the more well known you'll be, and eventually… the more business you'll earn.

Do more. Meet more people. Earn more. But here is why that is flawed thinking…

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Your Referral ‘Sales’ Funnel

by Daryl Logullo | October 8, 2007 | Popularity: 4% | 923 views

I just read a great article from Dave Cooke on his blog Sales Cooke. It's entitled "What Does 'Qualified' Mean?"

In it, Dave discusses qualified opportunities and qualified leads. I like Cooke's approach in this article, as it's very direct. Here's what he says…

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A Crucial Link In Your Referrals

by Daryl Logullo | October 7, 2007 | Popularity: 3% | 816 views

There's probably a missing link in your ability to get more referrals. What is it?

Let me begin by asking you: Do referrals come to you more frequently when others know you, like you, and trust you? Some would say–in the crudest sense–the answer is "Yes!" Indeed, you may feel those three attributes (knowldege, likeability, trust) are true of you, now.

But it still begs the question, then: Why aren't referrals flowing your way more frequently?"

Well, chances are it is because of this major reason.

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Is There Power in Word-of-Mouth?

by Daryl Logullo | October 6, 2007 | Popularity: 3% | 847 views

Perhaps no other type of marketing is more powerful than word of mouth.  When your clients tell other potential clients about you, more information is passed than simply who you are. 

Here's why…

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The 20-80 Rule of Referrals

by Daryl Logullo | October 1, 2007 | Popularity: 4% | 1,011 views

Here are three key concepts to refocusing your referral marketing. It's based on the 80/20 Rule, and a reverse concept I call the 20/80 Rule with the following question:

What if you inverted the equation and spent 80% of your marketing dollars on your current clients?

Here's what I'm driving at…

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