How to leverage word of mouth for more leads
May 25th, 2005
I liked this post by Joe Cullinane, author of 21st Century Selling, over at his WOMP blog. Although his post is poorly formatted, as one huge paragraph, the content is good.
Cullinane asserts that we can manage word-of-mouth just as we would any other lead generation tactic. To be effective at word-of-mouth (WOM) he recommends, "a word-of-mouth process” (WOMP).
Cullinane suggests the following to generate leads by harnessing the Word-Of-Mouth Process:
- Leverage The Influentials (aka Industry Experts)
- Become a Recognized Expert – act like a thought leader.
- Be visable. (write, speak, publish, and promote)
- Benefit from the Halo Effect. Associate with the big names
- Use Customer Reference Selling.
- Leverage Your Social Network.
Link: WOMP: WOMP Your Way to Qualified Sales Leads.
Lead Generation, Marketing Strategy, Referral Marketing, Sales Leads, Word-of-Mouth
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Brian,
Thanks for the kind words. I’ve cleaned up the formatting as you suggested. This was a quick post from an article in Always-on.
Joe
I see two converging trends here: “nurturing your customers” and “cultivating more business through referrals.”
One of the micro-conversations we can have with prospects is the referral conversation – talking about the type of customers you are looking for with a prospect helps that prospect better understand what you do.
Finally, Cullinane fails to mention one thing: if you want more referrals, make asking for referrals part of your everyday marketing and sales process.
Ben Bradley
for ReferNow