referral source http://www.artwoo.com Returned search results for referral source Copyright 2008 Sun, 23 Nov 2008 04:03:08 +0000 http://www.artwoo.com/rss/referral+source 5 Tips To Flood Your Insurance Agency With Referrals http://www.artwoo.com/article/5-tips-to-flood-your-insurance-agency-with-referrals http://www.artwoo.com/article/5-tips-to-flood-your-insurance-agency-with-referrals#comments Tue, 27 Nov 2007 19:30:00 +0000 referral reward programreferral businessreferral rewardsbest complimentsinsurance agentprofessional expertisetoken of appreciation http://www.artwoo.com/article/5-tips-to-flood-your-insurance-agency-with-referrals insurance agent or you are a professional working in any other industry, is one of the you can receive from your clients. It says that they trust you not only to put your to work for them, but they also want you to help their family and friends as well.

Because a potential new client has been sent to you by a family member or friend, they are much more likely to do business with you. After all, don't we all want to deal with an insurance agent who will ultimately just take really good care of us?

Some clients will send you a referral without even thinking about it. Other clients can be asked for a referral. Either way, it is important for you to reward this "good behavior" when it occurs so that you encourage more of it to continue.

Here are some tips for growing a referral business pipeline in your agency.

1. Adopt a consistent process for rewarding the referring party. After the referral comes in and the new business is written, create a consistent process that makes sure acknowledgement of the referring party occurs. The last thing you want to do is let this referral go unnoticed! Be sure to make your agency staff aware of the referral rewarding process as well so that you don't have a referral slip through the cracks.

2. Decide how you are going to reward people when they send you a referral. It could be something as simple as a handwritten thank-you note. Or, it could be a small such as a gift card from a coffee shop.

3. Keep it legal! Because state laws vary, make sure that you are acting within the limits of your state. Some states say that you cannot give more than $25 of value per year to a client. Be sure to find out what the law dictates for your state.

4. Be consistent. It will be easier to keep up with your if you do it the same way every time. This also makes it easier to purchase several units of in advance. For example, if you are going to give away $10 gift cards from a coffee shop, purchase 10 at a time and keep them on hand. Buying in bulk may even make it possible to get a discount in some cases.

5. Let them know they can send you their family and friends. After all, your clients aren't mind readers. Consistently let them know that you want to help anyone that they send your way. It can be a P.S. at the end of a letter that you send out or it could be a referral link that you include in an email marketing campaign to your clients each month that makes it easy for your clients to send you a referral.

In the end, clients that receive your thanks and praise for sending you their friends and family will become more likely to repeat their referral efforts. It is a winning proposition for you, the agent because the alternative means of acquiring new customers can be significantly more expensive.

Using a referral incentive program can end up serving as a win/win situation for everyone involved. You get new clients. Plus, your clients think you are great because you take care of them along with their friends and family. Stephanie Cunningham is an insurance agent and the creator of the Agent Contact Wizard, a program that gives insurance agents the ability to touch their clients once a month with professionally written and personalized email marketing campaigns that are optimized to drive referral business into insurance agencies. Find out how easy and affordable it is to give a personal, professional touch to your clients while increasing your agency's retention and referral business. Visit http://www.agentcontactwizard.com. ]]> Top 7 Reasons To Find Your Business Vendors By Referral http://www.artwoo.com/article/top-7-reasons-to-find-your-business-vendors-by-referral http://www.artwoo.com/article/top-7-reasons-to-find-your-business-vendors-by-referral#comments Fri, 02 Mar 2007 20:27:07 +0000 business by referralreferral sourcereferral businessembarrassineptphone bookreferrals http://www.artwoo.com/article/top-7-reasons-to-find-your-business-vendors-by-referral inept that the experience was AWFUL! Best case, the situations end with a lot of frustration. Worst case, working with a poor business-person can cost a lot of money. As a small business owner, I always ask two questions: 1) What did they do wrong? (Everyone always has LOTS to say about this) and 2) How did you find this person's services? More often than not, my friend telling the "bad experience" story found the "bad businessperson" through traditional advertising -- not through referral. These are the 7 Top Reasons why you should always find your business vendors by referral.

1) They have proven themselves. When someone is "referred in" to your business, that person has already done business with a friend or colleague. The vendor from the is like a box of chocolates. With a referred businessperson, you KNOW that they have performed in the past, and they are more likely to perform in the future. This track record is important when choosing your vendor.

2) They have something to lose. Namely, the of your friend! Your referred vendor appreciates and protects every person who values their services and continues to support their good business practices. Unlike the "phone book vendor," who does their business from phone call to phone call, the person won't "bite the hand that feeds them" and the who gave them your business.



3) They have something to gain. The businessperson who chooses to do their is always seeking more referrals. In order to gain this referral business, they must build professional relationships -- the core of which is solid work. When a vendor approaches work with the mindset of "growing their business by referral" the consumer will always receive quality service.

4) They have more time for you. The average small business owner spends 85% of their time prospecting for new business. This seems completely backwards to most people -- but finding business is the hardest part of small business! The successful businessperson who has built their business by referral has the luxury of a constant stream of incoming business -- and is therefore able to spend more quality time with their customers.

5) They are more pleasant to work with. Type A personalities typically excel at gaining their business by referral -- they are the quintessential "people people" who love and need constant interaction. Even if your referral vendor isn't the stereotypical "Type A" they will still, more than likely, be a pleasant person to do business with -- after all, it takes a little more than good work to continue to receive business referrals. Your friend or colleague got along with this vendor -- you probably will, as well!

6) They are more professional. Referral businesspeople look at a new business transaction as a way to build a new relationship. The "phone book vendor" looks at a new business transaction as an order that needs to be filled. The referral businessperson will conduct themselves in a manner they expect will result in future business from you, and your friends and colleagues.

7) They will return the favor. Referral businesspeople know the value of referrals and tend to only do business this way. If you truly "click" with your referral vendor, and put them in your catalogue of people to refer to, the chances are that they will return the favor. In doing so, you will build your own sphere of influence, and your own business.

Doing business by referral is a much more pleasant and effective way of filling your needs, and your customers' needs.

Referral businesspeople tend to be much more pleasant, professional, and effective than vendors who solely advertise by traditional means. The referral businessperson values your business, and the business of your friends and colleagues, and will make sure that you are satisfied with their services. By looking to your friends, family, and colleagues, rather than to the phone book, you will almost always have a pleasant experience! Eric Bramlett http://www.ericbramlett.com is Broker/Owner http://www.onesourceaustin.com in Austin, Texas. He has seen considerable success in real estate, and looks forward to many more years in the business. Eric currently invests, renovates, and develops real estate in the Greater Austin Texas Market. ]]> Are You Seeking Referrals For Your Services And Business? If Not, You Better! http://www.artwoo.com/article/are-you-seeking-referrals-for-your-services-and-business-if-not-you-better http://www.artwoo.com/article/are-you-seeking-referrals-for-your-services-and-business-if-not-you-better#comments Fri, 29 Feb 2008 20:20:00 +0000 referral ratewhatever your goalmarket presencereferral programcreative strategiesproduct offeringextra mile http://www.artwoo.com/article/are-you-seeking-referrals-for-your-services-and-business-if-not-you-better market presence. Referrals not only eliminate sales expenses and cut your prospecting time but it is a great pre sale mechanism as those that are referred tend to come with a "buy it now" mentality. In addition, referrals are proof that your customers are satisfied with your service or and that they'll too be back for more.

In order to get more referrals, you have to give more of yourself. That's right. You always have to be open and willing to go that for your clients. This means that you should always establish a "win-win" policy that benefits you and your clients. By doing this, your customers will be ecstatic to give you a referral because they appreciate your commitment to customer service and naturally want to recommend others which enhances the "win-win" policy you've established.

Second, you have to have set realistic and definite referral goals. For instance, do you want to get at least 2 new referrals every month or 1 a week? is, make sure that you write it down and act on it. By being crystal clear about your referral expectations, you will see an immediate increase in your which will not only increase morale but your bottom line as well.

Third, ask and you should be given. Never be afraid to ask satisfied customers for referrals. In fact, if you asked for 1 referral a week, you'd have 52 by the end of the year. Many business owners that by simply asking satisfied clients for help, they essentially open the referral floodgates.

Fourth, use to secure referrals. For instance, you can run a customer contest, give away prizes or even develop an iron clad that rewards those that give your referrals. Another great out-of-the-box strategy is to hire a referral someone that can research referral prospects and smooze them on your behalf. In return, you can pay them a set fee or pay them a commission for their efforts. Just be creative with your ideas and watch those referrals roll in.

Fifth, take on a joint venture partner. As the saying goes, two heads are better than one. By taking on a joint venture partner, you'll have immediate access to their clients and they will have access to yours. As you might guess, this will instantly provide you with a hungry pool of prospects that may be interested in your services.

Sixth, follow up with all referees. After you receive a referral, make sure that you do something special for the person that referred you. For instance, you can give them a discount off your product or service or even send them a special gift that they can use. The key is to be appreciative for their referral.

In conclusion, referrals are extremely important to the success of your business endeavors. By giving more of yourself, setting realistic goals, trying creative referral strategies, and following up with referees, you can get more referrals than you ever dreamed of having. The key is to ask and you shall receive and watch those referrals come in. Srini Saripalli is a technologist, marketer and Success Coach. Referred by many as "Success Engineer", Srini specializes in Marketing and Sales Success. To download Your FREE E-Book titled "Offline Marketing for Online Marketers" visit http://www.srinisaripalli.com/Free-E-Book ]]> Lawyer Marketing -- How You Create Breakthrough Success http://www.artwoo.com/article/lawyer-marketing-how-you-create-breakthrough-success http://www.artwoo.com/article/lawyer-marketing-how-you-create-breakthrough-success#comments Mon, 21 Aug 2006 20:27:16 +0000 lawyer marketinglegal marketingmarketing managementmantraquality businessreferral basereferral network http://www.artwoo.com/article/lawyer-marketing-how-you-create-breakthrough-success Lawyer marketing and the "manager's " go together. Never heard the manager's mantra? The "manager's mantra" is an important variable in successful . The manager's mantra is "If you can't measure it, you can't manage it." Well, that is nice Henry and how will that help me?

Most attorneys have some sort of (if only a small one) however; attorneys really don't know how to manage their lawyer marketing so that their referral network expands. The first step in this expansion is to know where you are and then you can figure out how to get to where you want to go. Yes, it is important to understand the geographics, demographics and psychographics of your referral sources/clients for sure and you need a lawyer system. By understanding more about how to manage your legal marketing referral sources, you can grow this referral network and boost your attorney marketing efforts with less work on your part.

What Your Expanded Lawyer Marketing Delivers To You

What does having this lawyer marketing management system in place mean for you? If you are working your legal marketing referral sources well, you are building a base that will make a significant impact on your bottom line, as I am sure you know. You will be sent more business and be able to retain more that will in turn send you more quality business. You will have an easier time saying no to mediocre or poor cases and holding out for top dollar cases. You can even pass on work that simply does not appeal to you personally if you know that your lawyer marketing referral base will consistently deliver.

Professional marketers know the process of wooing a referral base involves creating "know, like, trust, relationship, credibility, and top of mind awareness (TOMA)" with your legal marketing referral sources. I think you see the benefits clearly so lets move on to giving you the management tool to make it a reality.

Measuring a Lawyer Marketing Referral Base

Lawyer marketing is not always and exact science and that does not keep us from keeping statistics. The "game" of legal marketing will be improved just like keeping statistics in baseball, football or hockey improves performance. The tool we will use consists of four basic lists to measure your legal marketing referral base as it exists currently and see where your attorney marketing time needs to be focused thus putting your resources into those referral sources with the potential for the most return.

The first list is called the "Top 20" List. If you only have a few lawyer marketing referral sources, obviously, it may only be the Top 10 or even the Top 2 List. But the first objective after listing your top lawyer marketing referral sources is to increase the list to 20 if it is not there already so that is why we call it the Top 20 list. In order to qualify for the Top 20 List, a referral source must have sent you X amount of business in the past year and has hit that level consistently over the last three years. Depending on your practice area, X may be one, two, or three very profitable cases. For example, if you are a PI lawyer you might consider X to equal the referral of at least one case that netted the practice over $25,000 in contingency fees (or set the benchmark higher or lower as you see fit). If you practice residential real estate then X might equal someone who sent you a minimum of 3 closings per month (again you can set this benchmark higher or lower depending on your current situation). Bottom line here is whether for PI, estate planning, family law, or real estate legal marketing, you will know what level is appropriate for your Top 20 level of lawyer marketing attention.

The second list is the "Farm Team" List. Here we are using a baseball metaphor of your Top 20 being the "major leagues" and this second list being the farm team in training for moving up to the big leagues of the Top 20. Your Farm Team List consists of those legal marketing referral sources who are between having at least tried to send you someone up to whatever you have set the threshold of being a Top 20 list member. This trying to send you someone can be as casual as a friend asking if his or her neighbour called you after being given your card by your friend. We all know that lawyer marketing is sometimes this accidental.

The third list is the "Who You Know" List and is similar to any standard networking list. It includes everyone you know, even everyone your spouse knows, as well as those people known by your family and your staff. Take this one out as far as you like. The bigger it gets the better for lawyer marketing.

Finally, there is the lawyer marketing "Categories List". This is a list of professions and occupations in general that would have the capacity to refer business to you. There are no names on this list, only general occupations/professions. For example, a PI lawyer might list nurses, physical therapists, medical technicians, chiropractors, neurologist, plastic surgeons, orthopaedists etc. while a family lawyer might list psychologists, social workers, marriage counselors, CPAs, hairdressers, real estate lawyers, etc.

Working a Lawyer Marketing Referral Base

Now you have measured your lawyer marketing referral network what do you do with that list? Just to be sure I need to say every lawyer has as their best referral source category other lawyers so be sure to list all other practice areas that would have a particular ability to refer to your practice area on your categories list. Also every lawyer marketing system needs to list "current clients" as a category and put those clients on the Top 20 and Farm Team list as they move out of the Who You Know List since clients should be on the Who You Know List. Also some of your clients are in the categories you have listed and they need particular attention first in legal marketing.

The way you use the list in lawyer marketing is to pay particular attention first to building and maintaining relationships with your Top 20 and Farm Team List members. As you deepen and develop those relationships they will send you more clients than ever before since you are building "know, like, trust, relationship, credibility, and top of mind awareness (TOMA)" with these people. Ask the Top 20 and Farm Team members to introduce you to other people they know in the categories that have the ability to refer to you and they will. See if any of the Who You Know List members are in the categories you are seeking and cultivate those members. See if the Who You Know List members can introduce you to people on your categories list. You get the idea here. Over time you will fill your Top 20 and Farm Team lists thus only have time to devote to maintaining and building from them I am sure. Not sure how to do this entire legal marketing building from a communications perspective? Well, that is the subject of future articles, worth a visit to my website for more information or contact me and we can work on that together. You can master lawyer marketing I am certain. Henry has individually coached well over 500 attorneys. You can get more free, in depth and objective information on increasing your revenue while reducing your work hours available now at http://www.law-firm-marketing-coach.com ]]> Getting Referrals For Paid Online Surveys http://www.artwoo.com/article/getting-referrals-for-paid-online-surveys http://www.artwoo.com/article/getting-referrals-for-paid-online-surveys#comments Sun, 15 Jul 2007 00:35:01 +0000 google adwordsquality referralreferral numberonline surveyreferralsamount of moneyearn money http://www.artwoo.com/article/getting-referrals-for-paid-online-surveys online survey sites that you are a member of is a tough task, IF you don't know how to go about it. Even people that think they know how to get end up falling short.

As you have probably found out the hard way, it is not how many referrals that you get, but it is the quality of those referrals. You want to attract people that want to get paid for taking an online survey. You don't want some unmotivated browser, that will join and do absolutely nothing. There are many easy ways to make your skyrocket, and most of them do not involve you having to pay for internet adverstising of any sort. This involves everything from homemade flyers to pass out at a local college, or telling each and every one of your family members and friends (you won't believe how good of a referral a friend/family member can be).

You may want to dive into the paid advertising portion once you get comfortable with what works and what doesn't work, but, who knows, you might not even NEED to pay for any sort of advertising (ex: ). You might end up making a nice getting people to join survey copanies doing free marketing. The trick is to know what survey sites are good and reward well. You want your referral to feel comfortable with the site they join and you want them to be able to make money themselves. That is why you want to join AND get paid from every single online survey site that you promote. That way, you know that your referrals will enjoy the site enough to keep making money. The longer yor referral is active, the longer you will get paid from the work they do!

Sign up to one of the top online survey sites and get a feeling of what it is about. DO surveys yourself. . Get paid from them. That way, when you promote it, you can tell your referal exactly what to expect and what to do to make the most money possible from that particular online survey site. Remember, you want a , that enjoys making money taking surveys. The better you lay everything out and give good information, the more likely they are to jump right in and become a consistant money maker for months, or even years to come.

Join 5 or 6 of the highest converting survey sites on the web and spread your referrals between them. You will soon find out which ones are keeping your referrals interested, and you will be able to target a couple of your higher converting survey sites for your referals to join. Adam Woodham is an expert on Paid Surveys. He has extensive experience making money online with these unique survey websites and runs the web site http://www.surveyquickcash.com ]]> The Best Way To Find A Legitimate Home Business Opportunity http://www.artwoo.com/article/the-best-way-to-find-a-legitimate-home-business-opportunity http://www.artwoo.com/article/the-best-way-to-find-a-legitimate-home-business-opportunity#comments Sun, 10 Jun 2007 23:14:51 +0000 home business opportunitylegitimate home businesshome business opportunitieslegitimate home business opportunitymany different waysmultiple streams of residual incomereferral http://www.artwoo.com/article/the-best-way-to-find-a-legitimate-home-business-opportunity legitimate home business is through a . When someone refers a program to someone else they are vouching for the authenticity and reliability of the opportunity. It helps, too, that getting a referral from another person allows you to ask that person questions about the business and get more information before you invest.

Referrals can be found in . They can come from people you know or through people you meet while networking online. A referral is a very personal way to get into a business. It allows you to be able to find out what it is like to run the business before you ever even get started.

When it comes to finding a legitimate home business it is very important to avoid scams. Scams can cost you a lot of money and plenty of valuable time. By avoiding the scams and only going after the legitimate you will be able to get started in home business without a lot of headache and hassle.

Many times people will answer ads or do research on their own to find a legitimate . This is fine, but it is not the best way to do it. Using referrals is the only way to be really sure that the opportunity is a .



The possibility of getting scammed when you find an opportunity through a referral is small. Most of the time you will have some type of relationship with the person referring the opportunity and therefore there will be a sense of obligation to not provide you with information about a scam.



The best way to find a legitimate home business opportunity is always going to be through referrals. They help to cut out the questions and make everything clear so you can make an informed and responsible decision before investing. Laurie Raphael operates a website promoting . For online success, visit her site at: http://www.ProcessToSucceed.com For an established internet business: http://www.moreinfo247.com/9544633/FREE For a complete set of website building tools, visit: http://laurieraphael.profitmatic.com/ ]]> Top 5 Tips To Choosing Your Real Estate And Mortgage Professional http://www.artwoo.com/article/top-5-tips-to-choosing-your-real-estate-and-mortgage-professional http://www.artwoo.com/article/top-5-tips-to-choosing-your-real-estate-and-mortgage-professional#comments Sun, 02 Dec 2007 03:25:01 +0000 mortgage lenderlender referralsrealtor referralmortgage companybuy a homelender referralreal estate agent http://www.artwoo.com/article/top-5-tips-to-choosing-your-real-estate-and-mortgage-professional real estate agent and your . But where do you go to get good referrals for the professionals that are going to be helping you with buying your home?

Here are some people and places to check for realtor and mortgage s:

1) Family and close friends. You can be fairly certain that the people who love you aren't going to refer you to someone that they don't trust implicitly. Of course, you should take your knowledge of their particular quirks into consideration when listening to their suggestions. If you know that Uncle Bob hates everyone who works for him, you won't necessarily want to dismiss his wife's just because he has negative things to say. Likewise if one of your best friend's flaws is adoration of everyone, you'll want to think twice about taking her mortgage lender referral too seriously.

2) People you know in the industry. Perhaps you remember meeting a friend of a friend who worked at a . Or maybe you vaguely remember that your friend's sister does something with real estate. If you have some kind of "in" to the industry, you should call that person up. A simple, "hey remember me, hey I have a question" can gain you a wealth of information and some great referrals to professionals who can help you .

3) Anyone you know of who has recently bought or sold a home. These people have probably been working with professionals in the field, especially if they just bought a home. If they liked the people they worked with, they won't hesitate to tell you so. Referrals like that are priceless because they speak not only to the overall experience of the professionals but also to their recent track record.

4) Website forums and review sites. There are website forums and review sites dedicated to letting users tell you what they thought about different professionals. Find one for your area and get referrals there. Remember that sometimes professionals are paid to post positive reviews on those sites so read them with caution but they can be a good starting point for getting referrals.

5) Ask your realtor and mortgage lender for referrals. If you find one of these professionals before the other, ask for a professional referral to find the other one.

Of course, you should take all referrals of realtors and mortgage lenders with a grain of salt. You'll want to interview them yourself, make sure that your personalities mesh well together and look closely at the terms of working with them (especially in the case of the mortgage lender). But getting a referral is a very good start to making sure that you work with the professionals who can best help you find a new home." Kinan Beck is the Broker and co-owner of One Source Realty in Austin Texas. Visit Kinan's http://www.onesourcetulsa.com/ Tulsa Realtor Guide, visit his http://www.ericbramlett.com Austin Realtor website. ]]> Franchise Help Wanted: In Need Of Qualified Franchise Attorney http://www.artwoo.com/article/franchise-help-wanted-in-need-of-qualified-franchise-attorney http://www.artwoo.com/article/franchise-help-wanted-in-need-of-qualified-franchise-attorney#comments Sun, 29 Apr 2007 09:44:55 +0000 franchise attorneyfranchise lawfranchise attorneysfranchise industryalso suggested thatlaw consultationaforementioned http://www.artwoo.com/article/franchise-help-wanted-in-need-of-qualified-franchise-attorney
Business ventures need to be complemented with excellent consultation. The more sources of information a business person has, the more efficiently they can undergo the process. Being part of a franchise is a wise decision, but many hours of research are needed for the appropriate acquisition of knowledge.

Even after the process has commenced, a good business-minded person will realize that they constantly need to learn more through experience and through the consultation of others.

Why they are needed

Getting a qualified is a suggested component of the franchise process. Look for an attorney that specializes in and has spent some time working with the . Not only should they know franchising very well, but they also need to know your particular state's franchising rules, laws, and regulations. It is the selected attorney is not affiliated with the franchisee's franchisor.

Good is needed at every level of the franchise process. Franchisors may have a team of legal advisors and franchisees usually have at least one source of legal counsel.



What they can help with

will aid a person with understanding legal issues and documents and guard them from making costly mistakes. Documents (especially in the beginning of the venture) are filled with technical terms and may not be easily understood by all, so having someone to serve as an interpreter is a wise decision. Franchising is associated with a series of involved and complex laws. The system also involves many different players on varied levels. The enterprise is much easier handled along with the help of a specialized counselor.

A prospective franchisee will need to analyze particular franchises to theorize what will be the best fit for them. A franchise attorney will be able to research each franchise according to their business record and reputation within the industry.

Specifics

As , a franchise attorney will help you through the entire franchise process. The following is a list of some of the components they will help you with:

-Review of the Uniform Franchise Offering Circular -Negotiation with the franchisor -Preparation of shareholder agreement -Negotiation of leases -Help with dispute resolution -Review of renewal agreements -Transactions

Franchise attorneys can be found by:

-Referral from other attorneys -Referral from the American Bar Association -Referral from the International Franchise Association Franchise Fetch (http://www.franchisefetch.com)provides the public with franchise opportunity. Franchises are available among many exciting industries. Check out our Web site to see what occasions we have to offer. ]]> Unlock The Untapped Commissions In Your Client Database http://www.artwoo.com/article/unlock-the-untapped-commissions-in-your-client-database http://www.artwoo.com/article/unlock-the-untapped-commissions-in-your-client-database#comments Wed, 15 Nov 2006 22:27:05 +0000 quality referralquality referralsclient relationshipscontactrepstime actfirst met http://www.artwoo.com/article/unlock-the-untapped-commissions-in-your-client-database reps have a database of current and past clients whose potential referrals are worth several thousand additional commission dollars per month. Yet, this resource goes virtually untapped for most advisors.

Why? Simply because most reps have not learned how to successfully convert their into referral relationships. Acquiring referrals from clients is not as simple as "doing a good job" and then asking for referrals. Generating a large number of highly qualified referrals from a client is a process that starts from the moment the prospect is , not a one- after the sale has been completed. It requires an understanding of what a successful referral is based on, and how to exploit the referral to insure a successful with the referee.

Every referral involves the interaction of three people and four relationships among those three individuals. The strength or weakness of each of these interactions will influence the success or failure of the referral for the advisor:

1. The Advisor/Client relationship: In order for the client to be willing to give a , there must have been built a strong bond of trust between the rep and the client. A client may give a "referral" to someone they do not trust, but they will not give a referral to someone they know well and respect if they do not trust the salesperson. If there is only a weak bond of trust between the advisor and client, the "referral" the client is likely to give will be to someone the client either believes will not meet with the advisor or someone the client does not know well or respect.

2. The client's purchasing experience: Clients will not give high if their purchasing experience did not meet or exceed both their expectations and their priorities. All clients enter purchasing relationships with certain expectations and priorities. Expectations and priorities are not the same. A client may expect to be kept fully informed during the course of the sale and may have certain product or service functionality requirements as his top priority. In order to receive a large number of high quality referrals, the rep must make sure that they meet or exceed both the client's expectations and priorities. Despite the current parroting of the buzz phrase, "exceeding the customer's expectations," meeting and exceeding client expectations is seldom accomplished. Few people take the time and effort to discuss with their client what the client's expectations and priorities are--rather most reps, and companies, assume they know. At best, all they can knowingly accomplish is meeting or exceeding their expectations of what they think their client should expect.

3. The Client/Prospect relationship: The trust and respect relationship between client and referee are of great importance. The stronger the bond of trust and respect between the client and the prospect, the easier it will be for the advisor to set an appointment with and then sell the prospect. In referral selling, a great deal of the rep's credibility, or lack thereof, is built on the trust and respect the prospect has for the client who made the referral. If the client/prospect bond is strong enough, the rep is virtually guaranteed a sale. On the other hand, if the bond is particularly weak, the referral is little better than a cold call. Consequently, it is of utmost importance for the advisor to know as much as possible about the client's relationship, and likely bond of trust, with the prospect.

4. The advisor's initial contact with the referee: based on the client/prospect bond, the advisor must determine how best to contact the prospect to produce the greatest opportunity to acquire a meeting. The weaker the relationship between the client and the prospect, the stronger the contact method the rep should seek to employ. If the client/prospect relationship is extremely strong, virtually any contact method, including a phone call from the salesperson mentioning the client's name will suffice, but for a weak relationship, the rep must strive to use the strongest contact method possible. In descending order, from weakest to strongest, possible methods of contact include a phone call to the prospect from the advisor, an email from the client, a client letter, a client phone call, a client/prospect/advisor lunch meeting.

Fortunately, the advisor can control most of the above interactions. Only the client/prospect relationship is completely out of the rep's hands. Even then, the rep can compensate for a less than ideal client/prospect relationship through using a stronger initial contact method.

If you understand the foundation of a referral, you can quickly increase your referral-based business and begin to mine that gold mine in your client database. Nationally known author, trainer and leading authority on prospecting, Paul McCord's latest book Creating a Million Dollar a Year Sales Income is avaiable throughout the US and Canada. He also offers a free ebook Understanding Referral Generation: A Primer at http://www.powerreferralselling.com ]]> Internet Marketing - Some Adsense Caveats To Follow http://www.artwoo.com/article/internet-marketing-some-adsense-caveats-to-follow http://www.artwoo.com/article/internet-marketing-some-adsense-caveats-to-follow#comments Sat, 29 Mar 2008 04:20:01 +0000 google adwordseven keelpay per click advertisingunit searchbread buttergoogleadsense http://www.artwoo.com/article/internet-marketing-some-adsense-caveats-to-follow Google is very conscious of its reputation. It's not just #1 in search, it's also #1 in pay-per-click advertising because it melds search and advertising so well. With its and programs, Google manages to keep not just advertisers happy, but it allows commissions for the sites that publish the ads, as well. Because AdWords is Google's main bread and butter earner, it's very careful about the way that the ads are shown.

Both sides of the Google coin will be important to you, if you're serious about Internet marketing. You'll need AdWords to advertise and AdSense to make money. But if you break the rules as a publisher, it may not affect your ability to advertise, but it will affect your ability to earn, maybe for life.

Here are some things to remember, if you want to keep your Internet marketing business floating on an :

Google says you cannot: "...directly or indirectly generate queries, Referral Events, or impressions of or clicks on any Ad, Link, Search Result, or Referral Button through any automated, deceptive, fraudulent or other invalid means..."

What it means: Don't do anything that encourages people to click the ads. Putting a page with Google AdSense into any type of automatic system will get your account pulled. That means, don't use traffic exchanges to advertise and don't use any type of robot that automatically clicks on the ads for you. Google records IP addresses, so you'll be easily spotted and rubbed out in an instant.

Google says you cannot: "...edit, modify, filter or change the order of the information contained in any Ad, Link, Ad Unit, Search Result, or Referral Button, or remove, obscure or minimize any Ad, Link, Ad Unit, Search Result, or Referral Button in any way..."

What it means: Don't try to manipulate the results appearing in the AdSense box. If you try to create a script that automatically puts your ad on top or tries to blot out ads that might be your competition, you're going to get burned. Just go to the AdSense site and use the Competitive Ad Filter. Google already allows you to block ads you don't want.

Google says you cannot: "...frame, minimize, remove or otherwise inhibit the full and complete display of any Web page accessed by an end user after clicking on any part of an Ad ("Advertiser Page"), any Search Results Page, or any Referral Page..."

What it means: Leave the advertiser's page alone! Let it be the normal size, shape, and color that someone would see naturally. Don't mess with other people's pages.

Google says you cannot: "...redirect an end user away from any Advertiser Page, Search Results Page, or Referral Page; provide a version of the Advertiser Page, Search Results Page, or Referral Page that is different from the page an end user would access by going directly to the Advertiser Page, Search Results Page, or Referral Page..."

What it means: Don't get involved in the process. When someone clicks an AdSense link, they should go directly to the page for that ad. You can't insert another sales page or anything else into the process.

Google says you cannot: "...act in any way that violates any Program Policies posted on the Google Web Site..."

What it means: That just about says it all, doesn't it? Here's the thing... If you haven't read the terms of service, go over to AdSense and do it and be sure to stick to them. If you don't, you're risking the loss of your ability to earn some pretty sweet passive income (meaning you don't have to do much to earn it).

Internet marketing is wild about AdSense because it takes little effort, and if you're in the right niche, it could bring BIG results. Use it on your blog. Put it in the sidebar, at the top of every post, and use the search bar and referral buttons, too. Use AdSense to its fullest potential and keep within the guidelines set by Google. You'll find that you're happy you did. Tellman Knudson is CEO of http://OvercomeEverything.com and a master of list building. Get Your Free List Building CD, a month Free in Tellman's List Building Club, and a Free consultation with one of our List Building experts... Now at http://listbuildingpower.net ]]> Powerful Referral Networks - Build A Powerful Referral Network And They Will Come http://www.artwoo.com/article/powerful-referral-networks-build-a-powerful-referral-network-and-they-will-come http://www.artwoo.com/article/powerful-referral-networks-build-a-powerful-referral-network-and-they-will-come#comments Fri, 22 Jun 2007 01:30:01 +0000 referral networkreferral feequality prospectslone rangerslone rangersolo businesscompanies increase http://www.artwoo.com/article/powerful-referral-networks-build-a-powerful-referral-network-and-they-will-come solo business owners, we sometimes feel like "s" on our own, trying to figure out ways to bring in more clients. A business owner's survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring in clients and expand business? That takes tremendous energy, and hard work to produce average results.

Instead of operating on your own, there are ways to creating a sales force of people happy to refer business to you. Think about how big their sales. They have large sales forces out there selling their products. The sales people are educated about the product, calling on prospects, and are paid commissions based on the number of accounts they bring in. One of the differences between a big company and you is that YOU are the "one." You are your sales force, that is, if you operate as a "Lone Ranger."

An effective way of creating your sales force is through your . A referral network is a group of people who already know you, understand your business, and can refer people interested in buying your product or service. With a powerful referral network, an unlimited flow of start coming to you quickly and effortlessly. You never have to cold-call again! This is the easiest and most effective way to establish an ongoing stream of warm leads.

Building a referral network begins with educating people you already know, your clients, colleagues, friends, and people you meet. You want to clearly articulate what you do, who your ideal client is, how your product or service helps your clients, and what's unique about working with you. Once these people are educated about your product, they become your own "sales force." However, just like any sales force, it helps to motivate them to sell by giving them something special as a thank you.

Consider offering a or a special gift to those people who refer business to you. People will be motivated to refer business to you, if they're rewarded for it. I know, as a sales person, what motivated me the most to bring in those sales was the commission check I received at the end of the month. And, I still love receiving those checks. I've been referring business to a colleague and I'm delighted when I receive a thank you note and check from him. It's an incentive to think of other people who can benefit from his service.

By organizing a healthy referral network, you're going to be able to rely on other people out in the world, all educated about the merits of your product or service, willing to become your marketing machine.

Here are six steps to follow that will help you set up a powerful referral network.

1. Change Your Mindset: For some people, there's hesitancy when it comes to asking for referral business. We have thoughts like, "They won't want to help me," or "How do I even ask?" Before you project these fears, step back and consider. If a customer's satisfied with you, they're delighted to help you out. Also, people in your personal and professional circle who believe in you, want to help you grow.

2. Be Proactive: Rather than waiting for people to offer referrals, ask, because more than likely, they don't think to offer. Occasionally, they may say to you "I told my friend about you." It's really great when that happens, but don't rely on it.

3. Write What You Want to Say: To help you gain confidence, write the words you want to say. Then practice saying it aloud until you're comfortable with it. We all feel uncomfortable doing something new. It's just like going to the health club and working out. You have to use that muscle over and over again in order to build strength. It's the same thing with asking for referrals.

4. When to Ask a Client: The best time to ask a client for a referral is immediately after you've received a compliment, and/or once the sale is closed. Once your client utters the words, "I'm happy working with you. I really have enjoyed this." That's your cue to ask if there's anyone else they know who would benefit in the same way from your services.

5. Referrals Fees: Establish a referral program whereby people receive a referral fee or special gift for the people they refer to you. Let your referral network know in advance what they can expect in return for their referrals. Giving referrals works both ways. If people refer business to you, tell them you will do the same for them.

6. Keep Track: Once the steady flow of referrals starts coming in, it's time to start managing all these leads in an organized manner. There are several software programs designed to you help track your business and referrals. Outlook, ACT, and Goldmine are several software programs to check out.

ASSIGNMENT

* Write a clear and compelling message of what you do, who your ideal client is, how your product or service helps your clients, and what's unique about working with you.

* Practice saying it aloud and role play with a buddy until you are comfortable saying the words.

* Start calling the people in your personal and professional circle, educate them about what you do, and invite them to be part of your "Referral Network."

* Ask your buddy to role play being the client and practice "asking for a referral."

* Create a "referral fee or special gift" program you can start offering to your clients, colleagues, friends, and people you meet.

(c) All Rights Reserved. Rochelle Togo-Figa is the creator of the Sales Breakthrough System(TM), a proven step-by-step sales process that helps you close more sales, sign on more clients and make more money with ease. To sign up for her free sales articles and teleclasses, visit http://www.salesbreakthroughs.com. ]]> Customer Lead Generation http://www.artwoo.com/article/customer-lead-generation http://www.artwoo.com/article/customer-lead-generation#comments Fri, 26 Oct 2007 15:15:01 +0000 lead generationbody tattoosreferral programteenage audienceweb site marketingmarketing programnew business http://www.artwoo.com/article/customer-lead-generation new business can be quite scary because of the uncertainty regarding customers. This is especially true for new businesses selling a brand new service or product. There is no way to know with certainty that people are going to react positively to the business, product or service. It's a smart idea to actually conduct research prior to jumping into a new business venture. Before attempting customer , you must first of all know the audience. The first step for effective lead generation is figuring out your targeted customers. Preparing a customer profile would be very helpful. This profile should be based on demographics including details such as age, gender, income and anything else that might influence sales. For example if the product is temporary , the audience would likely primarily be teenagers, male or female and the income wouldn't really matter. Before beginning any serious , these details are essential.

Once understanding which group of people might be interested in your product or service, next as a businessperson you would need to pick an advertising tool that would reach them. Using the example of the body tattoos, since targeting a , a teen magazine would be an ideal source to advertise for lead generation. Another great advertising tool would be the television since teenagers tend to watch lots of TV. Of course nowadays the Internet seems to be the teenager's best friend. Using would certainly create excellent lead generation.

Another great lead generation idea is a . This would probably work well in the service industry. Word-of-mouth is often the best source of advertisement. A referral program with an incentive would definitely drum up business. Everybody likes to receive a discount or get something free. Offer a customer a token of appreciation for referring a customer could really work well for lead generation.

Without customers there really is no business. Customer lead generation is imperative for any company or business, large or small, to survive. From the moment a business puts an open sign on the door, lead generation is needed. There can never be too many customers. If it gets to a point where a business is outgrowing its initial state, expansion would be required creating more business, a need for more customers and more lead generation. Growing any business takes time but using the proper marketing tools it can flourish in a short period. Mario Churchill is a freelance author and has written many articles on business marketing. For more information checkout http://www.marketingforsuccess.com. ]]> Free Ways Of Generating Real Estate Leads http://www.artwoo.com/article/free-ways-of-generating-real-estate-leads http://www.artwoo.com/article/free-ways-of-generating-real-estate-leads#comments Thu, 13 Apr 2006 16:00:06 +0000 free leadsprospectivecontactfree real estateimagecircle of friendstruthfulness http://www.artwoo.com/article/free-ways-of-generating-real-estate-leads free real estate leads unlike most agencies you find that require a two dollar or more sign up fee to start your search.

Try searching for these sites for and have buyers ing you everyday. They help you increase your business prospects and meet qualified real estate leads. Their websites accommodate an Agent Directory where you can submit your profile and enlist your home online. In that way many of the buyers can contact you anytime of the day. Some allow more than five homes to be listed, all for free.

There are other free ways of increasing your prospective leads that only takes a good amount of credibility, and trust.

1. REFERRALS. You can get this most valuable referral if you have established good relationships among your clients. How do you do this, here are some tips:

• "Company policy" should be out of your vocabulary. Be flexible in responding to your client's needs.

• Do some initiatives to know more than their initial needs and try to anticipate. Be ready with solutions for issues that may arise in the long run.

• Treat your clients well with respect and .

• Learn how to get personal information like their family background, hobbies and work. You might need them in the future in dealing with them.

• Set your image to be professional, credible and trustworthy and that you are there for them in the longest possible time, every step of the way.

• Fulfill your promises, especially when it comes to delivery time.

• Always maintain the quality of your work and never neglect your clients' needs especially after-care sales.

Be sure that you have to ask them directly for referral so that this system would work to your advantage. Always thank them through cards and notes for every referral they give or offer incentives through special gifts, vouchers and discounts.

2. Aside from the REFERRAL system, your network and through , you can generate prospective leads for free.

• Of course, the easiest way to get referrals is through friends. You do not need a lot of convincing but you need to be careful and be caring to those they referred. You do not like to lose a friend.

• It is important to know your friends' feedbacks about your product. Make it a habit to often ask them often about your business.

• Try to ask around your network if there are companies, agencies looking for real estate agents.

• Ask your friends for their testimonials, they would know better.

• Keep them always informed about your business and updates through written materials. About The Author: Discover How To Generate Real Estate Leads Like A Pro http://www.free-online-course.com/realestateleads ]]> Meticulously Making Money Online http://www.artwoo.com/article/meticulously-making-money-online http://www.artwoo.com/article/meticulously-making-money-online#comments Sun, 15 Jul 2007 09:20:00 +0000 referral feereferral feescontactmake money onlinewin moneydot comscommonly used http://www.artwoo.com/article/meticulously-making-money-online make money online even if you do not have a product to sell and do not have a web site? Of course you can!

Luckily for you a new generation of dot-coms has come into existence that will compensate you for what and who you know without you having to be a marketing genius or a web designer.

There are various things you can do on the Internet to make money with little or no cost to you. There are some survery sites out there that really pay you cash for filling out a survey and not just reward you with points or put you into a drawing to . There are also a couple of sites that have business models and will pay you for a wide variety of activites. You can help people find jobs on the Internet. If you refer a person for a certain job and they get hired, you can earn from a few hundred dollars to thousands of dollars! You can break into the job recruiting business here with no overhead. There is a certain site on the Internet that will set up a job board for your organization or site and you do not need to have a web site to do this. There is no cost to you. You determine how much the posting fee will be and then you split the profit with the company. You can also have an Internet business where you connect suppliers with buyers. In many businesses today the is , but on the Internet this practice has not been used much because there was mainly no way to keep track of the . There is a site on the Internet that can do that for you,too. Vendors set the amount of referral fee they are willing to pay. When a trasaction occurs, you will receive 70% of the referral fee. There is another Web site that pays its members to help keep information current about the people they know. It will pay you $1 for each new that you put into their system. All of those one-dollar bills add up!



Do you like to report on different subjects? Perhaps you would be interested in writing blogs for a particular web site. They are looking for people to write original articles of between 250-500 words on various topics such as parenting, travel. celebrities and much more. For every 1,000 people who view your post, you are paid $10. However, there is no telling how much traffic or money you will get to you blogging site. Of course, you do not have to write for Creative Reporter. You can set up your own blog for free at Blogger in less than five minutes. Blogger helps you do a lot of things such as setting up ads with Google AdSense so you can make money off your blog. In order to make even more money from your blog, you can set up an affiliate program to sell music, books, etc. All you have to do to set up your blog is to pick an interesting topic to write about, tell all of your family and friends and you will be off to a healthy start!

Hopefully, these ideas have given you an incentive to begin making money online at little or no cost to you. It will take effort and determination on your part, but I am sure you will be a success! Jim Biscardi is owner of Dynamic Wealth Systems, LLC and writes on a variety of subjects. To learn more about this topic Jim recommends you visit: http://www.DynamicWealthSystems.com ]]> Affordable Health Insurance With An Hmo http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo#comments Tue, 25 Mar 2008 17:54:57 +0000 health maintenance organizationsaffordable health insurancehealth insurance planhmo networkcheck upslist of doctorsnetwork doctor http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo Health maintenance organizations, also referred to as HMOs, are one of the most popular forms of obtaining . However, before you purchase affordable health insurance with an HMO, there are a few questions you should ask yourself and the HMO.

1. What kinds of medical care are, and are not, covered? This is the most important information to find out before purchasing any kind of . There's no point in purchasing a health insurance plan that doesn't provide the coverage you need. That's a waste of money and time.

2. What is the monthly premium? Herein starts the balancing act. Your decision of what's affordable and what's not may depend on the co-payment for which you're responsible.

3. How much co-pay will I be responsible for? Co-payments with HMOs generally range from $5 to $35, and depend on the particular medical service you're receiving.

4. Who are my choices for a primary care physician? HMOs require you to choose a primary care physician from a in the . This is the doctor that you will see for regular and any health care service that doesn't require a specialist. If you need to see a specialist, your primary care physician will refer you. There may be a few doctors in the network you are familiar with, or there may be no doctors in the network you feel comfortable seeing. If you're aware of the doctors in the HMO network, you can make a better choice regarding whether or not you choose that HMO.

5. What happens if I see an out-of- without the approved referral of my primary care physician? If you see an out-of-network doctor without the approved referral of your primary care physician, you may be responsible for the entire payment, or your HMO may allow you to backtrack and obtain a referral from your primary care physician. http://www.ezquoteguide.com/health/ http://www.ezquoteguide.com/car http://www.myquoteguide.com/home-cheap.shtml ]]> Affordable Health Insurance With An Hmo http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo#comments Sun, 28 Jan 2007 00:27:15 +0000 health insurance planaffordable health insurancehmo networkhealth care servicecare physicianhealth maintenance organizationsapproved referral http://www.artwoo.com/article/affordable-health-insurance-with-an-hmo Health maintenance organizations, also referred to as HMOs, are one of the most popular forms of obtaining . However, before you purchase affordable health insurance with an HMO, there are a few questions you should ask yourself and the HMO.

1. What kinds of medical care are, and are not, covered? This is the most important information to find out before purchasing any kind of . There's no point in purchasing a health insurance plan that doesn't provide the coverage you need. That's a waste of money and time.

2. What is the monthly premium? Herein starts the balancing act. Your decision of what's affordable and what's not may depend on the co-payment for which you're responsible.

3. How much co-pay will I be responsible for? Co-payments with HMOs generally range from $5 to $35, and depend on the particular medical service you're receiving.

4. Who are my choices for a primary ? HMOs require you to choose a primary care physician from a list of doctors in the . This is the doctor that you will see for regular check ups and any that doesn't require a specialist. If you need to see a specialist, your primary care physician will refer you. There may be a few doctors in the network you are familiar with, or there may be no doctors in the network you feel comfortable seeing. If you're aware of the doctors in the HMO network, you can make a better choice regarding whether or not you choose that HMO.

5. What happens if I see an out-of-network doctor without the of my primary care physician? If you see an out-of-network doctor without the approved referral of your primary care physician, you may be responsible for the entire payment, or your HMO may allow you to backtrack and obtain a referral from your primary care physician. http://www.ezquoteguide.com/health/ http://www.ezquoteguide.com/car http://www.myquoteguide.com/home-cheap.shtml ]]> Boost Your Website Profits With Website Tracking http://www.artwoo.com/article/boost-your-website-profits-with-website-tracking http://www.artwoo.com/article/boost-your-website-profits-with-website-tracking#comments Fri, 20 Oct 2006 18:27:02 +0000 conversion datamarketing effortsreferral urlmarketing campaignsuccessful internet marketingconversionsprofitability http://www.artwoo.com/article/boost-your-website-profits-with-website-tracking marketing campaign is good website tracking and . This data can tell you what are working, which are not, and which are working best. Using this data, you can improve your marketing efforts and .

There is a lot of data that you can get on your site visitors, but here are some of the most valuable data values that you should save and track.

1: . This variable will tell you what site/page the visitor clicked through to your site from.

2: Entry URL: This will tell you what page of your site the visitor entered on.

3: Conversion Data: This data can tell you if the visitor made a purchase, joined your newsletter, or any other action you want to track.

4: Site footprints: This can tell you where on your site the visitor went, and tell you what pages they visited, and in what order.

Once you have setup software on your site to collect and organize this tracking data, then you need to start analyzing it. This is done most easily and accurately with a larger amount of data. Here are the main things you;ll want to analyze.

1: Referral to . Using your referral url and conversion data, determine what sources of traffic get you the most sales for your investment. You can even use this data to pinpoint specific search engine keywords.

2: Entry url to conversions. Using your entry url and conversion data to determine which landing pages are most effective.

3: Other patterns. Look for other patterns in the data. For example, does most of the visitors that visit a certain page buy product?

Use your website tracking data wisely and you can explode your profitability, just by increasing the efficacy of your marketing efforts.

There are also other forms of tracking software that allow you track other websites, to alert you of changes to content, etc. These can be very useful for tracking competitors sites, blogs, and basically staying on top of changes to other websites! http://www.sitechanged.com offers a different and unique form of website tracking and monitoring - it tells you when the content on a site changes. Great for staying on top of competitors sites, blogs, etc. ]]> How To Find A Literary Agent -- Or How They Find You http://www.artwoo.com/article/how-to-find-a-literary-agent-or-how-they-find-you http://www.artwoo.com/article/how-to-find-a-literary-agent-or-how-they-find-you#comments Thu, 31 May 2007 15:24:49 +0000 direct contactpitch sessionsfortunatelyliterary agentreferralliterary agentsquery letter http://www.artwoo.com/article/how-to-find-a-literary-agent-or-how-they-find-you literary agent is the first lesson new authors must learn. Is is hopeless? Do you have to be published to find a literary agent? the answer is no.

We asked over 60 successful :

Where Do Agents Find Clients?

from one of their other clients 39% by the writer 33% Referral from editors and publishers 9% Referral from other authors not their clients 8% Referrals from other agents 5% Attendance at writers' conferences 3% Other 3%

It comes as no surprise that referrals from their current clients were the top method cited. Publishing is a relationship based industry. Contacts are extremely important. A recommendation from someone whose opinion an agent trusts always is valued and receives prompt attention. Several careers of top selling authors were launched when another bestselling author took them under their wing and introduced them to agents or publishers.

What might be surprising is that as many as one-third of the agents said direct contact from the writer was the most common way they found new clients. There is most definitely hope for the budding authors out there, sweating over the last draft of that perfect to send out to agents.

Attending writer's conference is often recommended as a way to get some face time with a literary agent and make some contacts in the publishing world. The survey shows that only 3% of agents overall find a new client as a result of a writer's conference. But, and it's a big but, the agents that attend are there for that very purpose. Don't wait for the , talk to the agents during the break sessions and informal networking.

You can find literary agents interested in your book. Polish your query letter and pitch to those agents who represent the type of books you write. Want to find out how you can avoid scams and still get your book published? You can receive a free report Perils and Pitfalls of Publishing for Writers just visit http://www.brianhillanddeepower.com/freereport.html ]]> Why Clients Resist Giving Quality Referrals http://www.artwoo.com/article/why-clients-resist-giving-quality-referrals http://www.artwoo.com/article/why-clients-resist-giving-quality-referrals#comments Sun, 14 Jan 2007 06:27:06 +0000 quality referralslack thereofgood jobreferralfile cabinetseconds to goroadblocks http://www.artwoo.com/article/why-clients-resist-giving-quality-referrals referrals from clients and prospects are the way to success, but less than 15% of all advisors generate enough referrals to significantly impact their business. Most of the time, the problems advisors have generating referrals is due to the training--or --they have received, rather than with the their performance. The traditional referral selling training has been to "do a and ask for referrals." Yet, it has been obvious for decades that it really does not work very well. Using the traditional approach, the typical advisor will get an occasional name and phone number or two from their clients, but seldom do these names and phone numbers result in a sale. Certainly, on occasion, these referrals become clients, but the close ratio tends to be quite poor.

The failure to generate a large number of high actually lies in the traditional method's approach to the client. The traditional "do a good job and ask for referrals" approach creates several to getting referrals.

First, by waiting until the sale is complete and then asking for referrals, your client has not had the opportunity to prepare for your request. To the client, the request comes from out of the blue. When you approach your client with your request without giving them an opportunity to think about it, you have put them on the spot. You are only giving them a few through their mental . More than likely in this situation, they will not be able to immediately produce the number or the quality of referrals you want.

Second, even if your client takes a few seconds to think about it, they really do not know what you want. It may seem obvious to you, but your client really has not a clue what a good referral for you is. This may seem a little difficult to accept, but it is true. You assume that because you sell a whole array of financial products and services, your customer is immediately going to think, "Who do I know who needs or uses any type of financial advice, guidance or products?" Wrong assumption. What they actually think is "what does this person want from me?" Or, more likely, "how can I get out of answering this?" Without having defined for your client exactly what a quality referral for you is, you stand a very little chance of getting quality referrals.

Third, the traditional method of "do a good job and ask for referrals" does not give your client a reason to give you referrals. We make the assumption that if we have done a good job, the client will like and respect us and be willing to give us referrals. Again, this is far from the case. Most clients will not give good, quality referrals just because they like you or because you have done a good job for them. You must give them a reason to give you referrals. They need to understand why it is in their best interest to give you referrals--and after the sale is complete, it is too late to try to explain how giving you referrals benefits them. Clients assume that whomever they refer you to will be more demanding and critical they have been. When a client gives a referral, they are putting their reputation and image on the line with the person to whom they are referring you. They are concerned about what their friend or acquaintance is going to think of them, particularly if you mess up. Consequently, you must give them a good reason why they should go out on the limb for you.

Fourth, the traditional referral generation method does not give the client an objective standard by which to measure the quality of your performance. You and your client may "feel" you have done a good job, but when you ask for referrals, they begin to think back over the sales process more critically and question whether you have really performed up to standard. If the two of you agree up-front on exactly what you need to do in order to "do a good job," they will have an objective basis to decide if they trust you enough and if you have earned the right to be sent to the people they really know and respect.

And finally, although not a direct result of the traditional referral generation method, an equally serious issue is studies show that the majority of the times advisors do not really ask for referrals--rather they suggest referrals. Instead of asking a direct question seeking referrals such as "John, which of your friends, family members or acquaintances do you know that I may be able help solve some crucial issues?" the typical advisor will make a weak request such as "John, if you happen to know someone I can help would you mind letting me know?" Or, "John, if you run across someone who could use my services would mind giving them my card?" Rather than a request for referrals, these are throwaway sentences, quickly forgotten by most clients.

Traditional referral training is inherently unfair to you, the advisor, and your client. It does not give the you the tools needed to successfully work with your client to generate quality referrals, and it does not give your client a reason give referrals, nor a chance to become comfortable giving you referrals.

Yet, it is possible to generate a very large number of high quality referrals from your clients. You need to make sure that your interaction with your client eliminates these shortcomings. Preparing your client during the sales process to give referrals by informing them up-front that you are a referral-based advisor and expect referrals after the sale; defining for your client exactly what a quality referral for you is; educating your client on why it is in their best interest to give you referrals; and then coming to an agreement with your client on exactly what you must do during the course of the sale to earn their referrals will quickly give you a large pipeline of quality referrals.

By recognizing and resolving the problems of the traditional referral generation method, you can turn these issues into your strengths, generating a large number of high quality referrals from almost every one of your clients and prospects. Bestselling author, speaker, sales trainer and management consultant, Paul McCord is recognized as a leading authority on lead generation, referral selling and personal marketing. Find more information at http://www.powerreferralselling.com ]]> 5 Powerfull Tips For Optimizing Your Viral Marketing Campaigns http://www.artwoo.com/article/5-powerfull-tips-for-optimizing-your-viral-marketing-campaigns http://www.artwoo.com/article/5-powerfull-tips-for-optimizing-your-viral-marketing-campaigns#comments Wed, 20 Aug 2008 17:08:33 +0000 viral marketing campaignindustry punditsprivacy advocatesmarketing tacticsfive friendstargeted groupnegative responses http://www.artwoo.com/article/5-powerfull-tips-for-optimizing-your-viral-marketing-campaigns privacy advocates, and .

The main issue are the inquiries over sending unsolicited email. But marketers could avoid by utilizing viral more carefully and in return they would gain much more from their investment (ROI) as they develop the reach of a marketing message to a far beyond their initial audience.

You can find below five suggestions on how to execute a most effectively.

1. Offer an incentive. Viral marketing operates better when a valuable and tangible incentive is offered by encouraging individuals to forward an email message to their companions.

In order to prevent spam-like distribution of the message marketers should cap the incentive to a certain amount. For example: they offer an incentive of 20 percent off referrers' next purchase if they forward the message to 5 friends. Open-ended incentives could cause to a marketer both customer service and privacy-related problems, even financial if providing a $5 credit for each referred.

2. Do not take a referral as an opt-in. The referral shouldn't be considered an opt-in when a customer refers a friend. A name and email address volunteered by a person's friend is not the solution for establishing an opt-in by the person. The information has to be deleted immediately and the referral email will be delivered. If the person wants to receive future mailings, it is better to include a verbiage in the referral e-mail requesting and that should allow the person to opt-in if she wants to.

3. You must customize the referral email. It's recommended to personalize the email message in order to show that it's coming from a recognizable source otherwise the response rates can increase dramatically when users see that a message is coming from a friend. The subject line is the most important component in a viral marketing email as it can be identified as a friendly email.

4. Analyzing and tracking your campaigns results. A good marketing tactics' is to track the results and to make the best use of performance over the time, which is critically. Nowadays, sophisticated email marketers can observe insightful and actionable data that can be used for reviewing performance. The metrics to be examined are pass-along, click-through, and conversion rates. A marketer should differentiate the click-through and conversion rates by initial customers from referrals and evaluate their respective performances. The use of these metrics is to alert a marketer to which offers and individuals drive the utmost ROI.

5. Always promote favorable referrals. Marketers should always place a viral marketing offer in every important outgoing email message if they want to have their messages frequently forwarded. Viral marketing is good for a one-time campaign, but it could be much more as a very compelling utility for continuing to enhance the connection of your marketing messages over time.

As it doesn't exist a sure-fire approach to keep away the unpleasant customer responses, by following these 5 concepts, marketers should discover their viral marketing campaigns to be most compelling.Paul Baican-Vist is an Internet Marketer who has passion in learning and finding more ways to effectively market any website or business on the internet. For a limited time you can claim for free "The Ultimate Super Tip"($40 value), a collection of unique Free Website Traffic Tips at: http://www.adsense-empire-today.com/SecretTrafficTips.html]]>