The Plague of the Accidental Referral

The Plague of the Accidental Referral

The Plague of the Accidental Referral

By John Jantsch

Almost every business gets started this way. They do a good job for a client and they tell someone and the next thing you know, your business is growing by way of referral.

Yet…I have asked now (and yes I am keeping track) somewhere just over 1731 small business owners this question. “Do you have a referral marketing system?”

Want to know how many have said yes?

Not a single one. The greatest thing holding small business owners back is what I call the Plague of the Accidental Referral. In other words, accidents happen…but I say, make them happen.

The greatest marketing secret of the most successful small business owners is that generating a flood of referrals takes a systematic approach.

And the system looks like this

1) A clear definition of WHO makes a good referral
2) A clear definition of WHEN you are going to ask for referrals
3) A clear definition of HOW your referral sources should recommend you
4) A clear definition of WHAT you are going to do with that referral
5) A clear definition of WHY your referral source will recommend you
6) A clear definition of a PROCESS to turn those referral into clients

There, now no more accidents!

Oh, by the way, look for a post this week announcing the completion of Referral Flood – A referral marketing ebook and audio CD set! Yippee.


How to Build an Effective Referral Program
You spend a lot of time and energy winning over new business, and once you’ve gotten that prospect to convert, you work hard to create a positive customer experience. Rather than going out and trying to find brand new customers all over again, it’s much more time- and cost-effective to turn to the customers you […]
Five Tips That Make Asking for Referrals Less Intimidating
Asking for referrals can be tough. It can feel like you’re being pushy or imposing on someone’s time. But in reality, the majority of happy customers are more than willing to give a referral when asked. While the first hurdle in asking for referrals is getting over your own insecurities or mental blocks associated with […]

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