The Referral Engine

Teaching Your Business to Market Itself

By: John Jantsch

Narrated by: John Jantsch

Length: 6 hrs and 49 mins

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

Very valuable book

This book exceeded by far my expectations! I am a young entrepreneur trying to grow a 50+ year old family business. I hung onto every word of the author, taking detailed notes every step of the way. I started implementing the tactics suggested and know that we will find great success with the important information shared in this book.

I highly recommend this book to any entrepreneur to consider the powerful impact these concepts may have on their business once properly applied.

Awesome strategies for referral business

When you do your best everyday it results in a job well done. when you do your job well customer are happy. Then it's great to have the referral engine strategy as some of the most enjoyable accounts to work on are the ones that already know you have a great company and are excited to work with you.

Lots of info -- not a bunch of fluff!

What did you love best about The Referral Engine?

He gave lots of solid ideas for generating referrals and marketing one's business in general.

Have you listened to any of John Jantsch’s other performances before? How does this one compare?

No.

Did you have an extreme reaction to this book? Did it make you laugh or cry?

No.

Any additional comments?

Now I want to purchase the print version because it is too hard to remember all the ideas when you're driving around in your car. I am going to listen to it a second time through very soon. I do have to say that it is a good marketing book in general, and not always necessarily related to referrals, but very good nonetheless.

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.

Good book for aspiring entrepreneurs

A bit dated. Could benefit from a new edition. But if you’re a small business, this is a good reference book to read/listen.

A misleading Title results in a hidden gem

I've seen this book so many times and thought of purchasing it in print form. I've read so many books on network marketing and thought this book was another. I was hooked to this book, it was nothing as I expected. It gave me great business ideas, and shines a whole new light on working for referrals. I would recommend this book to any small business owner looking for creative ways to gain business through referrals.

Loved it.

Great book, easy read/listen, huge amount of info

I enjoyed the Referral Engine very much. It's a quick read/listen and is easy to have on during commutes or while excercising. It definitely gives you an almost overwhelming amount of info on how to create a successful referral system for your business. We all know referrals are often the best kind of customers. Who wouldn't want more? This book shows you how to get them easily.

If you read it once, it can be overwhelming, so just take what pieces work for you. Read it again and focus on those pieces.

Good book

A very good book; well narrated and a good story line. I would recommend this for my friends and family. Thanks to Audible for having this in store.

A Must Have For Top Level Income Earners

The Referral Engine is loaded with ideas and easy to strategies to help generate qualified leads that take your revenue and income to the next level.

Great ideas and packed with information

What did you love best about The Referral Engine?

The ideas that I can go back to over and over again

What does John Jantsch bring to the story that you wouldn’t experience if you just read the book?

The way he really gets into sharing the information and how it has worked for him.