TOPIC #3: “WORD OF MOUTH: How to Replicate Your Satisfied Customers”

• What are the 3 priorities for all leading sales professionals? Referrals. Referrals. Referrals.

• Your customers influence at least ten other people. In any target audience the 10% lead the 90%. There is usually a small group of heavy-hitters who call the shots.

• They may be a handful of trade journalists, a few market-leaders, some early-innovators, an industry spokesperson, a recognised guru or a high profile customer.

• When these people talk the rest of the target audience listens! Every marketing plan should give deliberate thought to how to replicate your satisfied customers.

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