The 7 Stages of a Referral Generation
Find a Consultant Become a Consultant

The 7 Stages of a Referral Generation

The 7 Stages of a Referral Generation

By John Jantsch

Referral CycleReferrals happen, thank goodness, but for too many, they happen randomly, almost accidentally.

One of the keys to tapping the systematic generation of referrals is to identify and address the customer touch points that add up to lead a customer to the logical and emotional decision that your organization is referable.

I say this often, but it’s worth repeating – every person, place and thing in your business that comes into contact with a prospect or a customer is performing a marketing function. Your organization’s referability is being decided by the sum total of those contacts.

It’s so important to figure out the critical stages involved in developing a customer and then fill the gaps in every contact – by fill I mean, make sure that every contact is a marketing contact – and that includes things like delivery, customer service, even billing.

The 7 Stages and logical touch points along this customer referral life cycle look something like this.

  1. Know – Your ads, article, and referred leads
  2. Like – Your website, reception, and email newsletter
  3. Trust – Your marketing kit, white papers, and sales presentations
  4. Trial – Webinars, evaluations, and nurturing activities
  5. Core – Fulfillment, new customer kit, delivery, and financial arrangements
  6. Repeat – Post customer survey, cross sell presentations, and quarterly events
  7. Refer – Results reviews, partner introductions, peer 2 peer webinars, and community building

I suggest creating a diagram consisting of the stages above and mapping out every touch point you have or should have before you ever start dreaming about a world flooded with referrals.

Free eBook 
7 Steps to Scale Your Consulting Practice Without Adding Overhead

The Duct Tape Marketing Consultant Network has helped me to grow my business by over 40% in the last 12 months. ~ Michael Quinn - Michael Quinn Agency, Fargo, ND

6 Simple Ways to Get Your Customers Talking
Word of mouth marketing is considered by many to be the most desired form of marketing. The trust, referrals, and overall brand-building buzz that’s garnered by customers spreading the good word to prospects are worth its weight in gold. Some products, services, and experiences naturally produce chatter, but there are certain things that any company […]
Generating referrals is your highest payoff activity right now
Many businesses have been displaced during this game-changing pandemic. I hope that you are not one of them. One of the things, however, that few people are talking about is that the massive changes being experienced by businesses are also being experienced by customers. In other words, buyers are being displaced from long-time providers or […]

Subscribe to the Duct Tape Marketing Podcast

If you know your small business needs marketing, but don’t have the time or resources, look no further. The Duct Tape Marketing podcast covers everything from earning referrals to managing time and being more productive.