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The Referral Engine Audiobook

The Referral Engine: Teaching Your Business to Market Itself

The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends....
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Publisher's Summary

The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you.

The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company.

Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends - it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire.

Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Some of Jantsch's strategies include:

  • Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening.
  • The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical.
  • Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to.

The secret to generating referrals lies in understanding the "Customer Referral Cycle". Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine.

©2010 John Jantsch (P)2010 Gildan

What Members Say

Average Customer Rating

3.9 (473 )
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3.9 (215 )
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Performance
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  •  
    donovanoleary North Versailles, PA, United States 08-23-10
    donovanoleary North Versailles, PA, United States 08-23-10
    HELPFUL VOTES
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    "Practical & Inspirational Ideas"

    This book is a great way to "warm-up" or get in the "mood" for a Brainstorming session. The examples are solid and practical in most business segments (Retail, Service, Professional, etc). The reading was also very good.

    6 of 9 people found this review helpful
  •  
    TMN ELKHORN, NE, United States 01-07-16
    TMN ELKHORN, NE, United States 01-07-16 Member Since 2013
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    "Actionable ideas"

    Great book and full of real ideas. Very easy to keep engaged and relate to.

    0 of 0 people found this review helpful
  •  
    Shannon 08-19-15
    Shannon 08-19-15 Member Since 2015
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    5
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    "New & Refreshing ideas for an old concept!!"

    This is my new "go-to" book for background noise... getting ready for work, driving short distances, etc and it never fails to inspire a new idea or thought!!

    Content, narration and flow is excellent. It generated a ton of original ideas for programs my company will be implementing. This book has a very unique and up-to-date take on something that's been basic business for all of time. Use the bookmarking feature and/or take notes!!

    0 of 0 people found this review helpful
  •  
    Sean Henri Cheshire, CT 04-29-15
    Sean Henri Cheshire, CT 04-29-15 Member Since 2014
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    4
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    "Okay, but nothing that felt unique"

    It felt too much like a bunch of random thoughts or Tweetable case studies. There wasn't much strategy, or technique, just a bunch of tactics that may or may not work depending on if you've figured out everything else you'd need to make them stick.

    0 of 0 people found this review helpful
  •  
    pJ Puget Sound 04-06-15
    pJ Puget Sound 04-06-15
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    REVIEWS
    2
    2
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    Story
    "A Little Tired"

    You get the sense this author wrote a really good book or two a while ago and now he is riding his name. There is some helpful material in there but realistically could be presented in 50% of the time as he seems to get of course and talk about things like how to run a business.

    0 of 0 people found this review helpful
  •  
    HomeInspector 01-24-15 Member Since 2011
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    3
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    "Content rich"

    Very well written-read...significant amount of material.
    Needing a guide to go along with these great ideas-suggestions. Will definitely be listening to the book several more times!

    0 of 0 people found this review helpful
  •  
    Howard 03-31-13
    Howard 03-31-13
    ratings
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    15
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    Story
    "Dont waste you time or money on this book"
    What would have made The Referral Engine better?

    This book is more of an infomercial for his services than anything


    Has The Referral Engine turned you off from other books in this genre?

    No but I wont buy his books


    What didn’t you like about John Jantsch’s performance?

    repetitive


    Any additional comments?

    Dont bother buying. You can find better information on the web or in magazines such as Inc or Entrepreneur.

    0 of 0 people found this review helpful
  •  
    Marcel South Melbourne, Australia 03-07-13
    Marcel South Melbourne, Australia 03-07-13 Member Since 2012
    HELPFUL VOTES
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    21
    16
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    "At times I thought I was in an infomercial"
    Would you say that listening to this book was time well-spent? Why or why not?

    It was very generalised and repetitive from chapter to chapter for me. I started other books just to have a break. I wouldn't sit through that again in a hurry. I think the print version may be easier to skim through.


    What could John Jantsch have done to make this a more enjoyable book for you?

    Stop repeating things across chapters.


    What did you like about the performance? What did you dislike?

    Reader was OK.


    Who do you think would benefit most from listening to The Referral Engine?

    No greatly.


    Any additional comments?

    Don't expect anything more than you could read for free on marketing blogs. It's OK but I didn't think it was anything brilliant. Depends what you need to achieve - it can motivate those who need a reason to try new things.

    0 of 0 people found this review helpful
  •  
    Elizabeth Provo, UT, United States 02-20-13
    Elizabeth Provo, UT, United States 02-20-13 Member Since 2012
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    "Great ideas if put into practice."
    If you could sum up The Referral Engine in three words, what would they be?

    Informative; good; educational


    Was this a book you wanted to listen to all in one sitting?

    No, this book needs to be digested and thought about, and action plans made. I listened to the book very quickly because each idea given was so great I wanted to see what was coming next, but i have since started listening to about one chapter a week so I can more fully implement his ideas.


    0 of 0 people found this review helpful
  •  
    Lynn 02-10-13
    Lynn 02-10-13
    HELPFUL VOTES
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    "Amazingly Helpful"

    I loved this book so much that I am also buying a print copy that I can mark up! I am developing iPad presentations for myself and other Real Estate agents and much of our business is referral. This books helps line up how to stand out so that you will get referred- I can't wait to put it into practice.

    0 of 0 people found this review helpful

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