The Secret to Getting Good Referrals

success-road-signWouldn’t it be nice to open an email from someone and read this:

“My friend recommended that I buy your products because she has been very happy with them.”

Or answer a phone call from someone who says the same thing?


New sales without cold calling.

New sales without sending an email.

Just new orders.

Lots of new orders.

Sales coming in because customers recommended you or your products or your company.


This actually happens on a continuing basis to a successful business in Chatsworth, California.

In fact, they tell me that more than 150 of their current active accounts have come from referrals over the last two years!

This company’s products and services must be very, very good to attract this number of referrals who continue to buy from the company.

What is the secret to their success?

From their website:

“Our mission is to create quality products, quality services and quality relationships.

From the referrals they receive, it seems their mission is accomplished.

This is one of the compelling testimonials they received:

“I just realized that we have been working with [company name] since 2007. I wanted to take a moment of your time to thank you for the excellent customer service you have provided me over the past several years! We make most of our inkjet cartridges in house, however the Dell’s and Lexmark’s that we have trouble with and are known problematic cartridges, we get from you with excellent results.”

But not every business is lucky enough to attract referrals without asking, so what is the best way to ask for a referral?

The best time  to ask is after a happy customer has thanked you for your excellent products or fast delivery or anything else they love about your products or services.

How to ask:

First:  Don’t ask “Do you know anyone else who can use our products?”

Reason: This question makes it too easy for the customer to say “no.”

Better: “Who else do you know that can use our products?”

Reason: This is an open-ended question that prompts the customer to THINK about an answer.

Here is a thought for you:

If you set a goal that you will get two referrals each day from your customers, at the end of the week you will have 10 new prospects and they won’t be as a result of cold calls.  Nice!

To learn more about how to get good referrals plus specific and creative ways to increase your sales, join my e-Course.  I would love to work with you and help you achieve and surpass your goals!



An Unexpected Response to One Email

woman_reading_screen-tnHow often have you received an unexpected and creative email from someone you didn’t know?

Maybe not that often. Or . . . if you are lucky, you do get unexpected + creative emails every once in a while.

This is something nice that happened last week:

After months and months of being a customer and receiving friendly and efficient service at a local Chipotle Mexican grill and then emailing a testimonial on their website, I received a surprising (in a good way) reply.

Not only was it a fast response, though short, it was one of the most creatively worded emails I’ve ever seen.

This is the thing:

You know how – when service is really good at a restaurant, plus you enjoy the food –

you think:

“I have to tell someone, like a manager, how much I (as a customer) really appreciate the good food and great service . . .

“. . . and how this one employee is always genuinely friendly and efficient.”


How often do these hard-working folks hear positive feedback from customers?

How often do the higher-ups in another state hear positive feedback about employees they might not know?

So, after procrastinating for much too long, I found out how – and who – to contact about the great service at this restaurant.

They have a good talk to us page on their website.

Positive Feedback Makes a Difference

I wanted to let them know about one employee who is nearly always there and is genuinely friendly and efficient.

She actually appears to LIKE her job.

And when things are busy and moving quickly in a fast-food restaurant this is kind of unusual.

Not only did I get a quick response to my email, but it was one of the most creatively worded emails I have ever seen.

Chipotle began a trend in restaurants that the industry has dubbed “fast casual,” which offers a more upscale dining environment and food quality along with higher prices.

(Actually, the Chipotle burrito bowl is not too much more chipotle-chicken-bowl-tnexpensive than a
Big Mac meal.  I know this is true because every once in a while I have a “Big Mac Attack.”)

The creative email I received from Chipotle responding to my testimonial:


“It sounds like we have quite the rock star on our Virginia Beach Crew.
I’ll be certain to pass your wonderful words along to Audrey and her team so they, too, can jump up and down with joy.
I hope we see you for another tasty outing soon, Ann, and thanks for showering us with love.

“Your bud in the burrito biz,

(“Marketing Consultant
Chipotle Mexican Grill”)

And, no, I am not an affiliate of – or being paid by – Chipotle Mexican Grill.  Just a happy customer.

If you would like to request a testimonial from one of YOUR happy customers, you can get great pre-written copy-and-paste testimonial request letters in my e-book.  Plus more than 50 different business and marketing letters that can also be used as emails. You can see a complete list of the contents on this page.

How to Make an Objection Disappear

magic-disappearing-graphics-tnYesterday in the grocery store I heard a woman say excitedly:

“Look at this: ‘Buy one and get one free!'”

Her husband (I’m guessing it was her husband) objected and said:

“But we don’t need that today; maybe next time.”

Then the woman pointed to a sign next to the product, which contained a very important phrase.

They ended up buying the thing they really didn’t need.

At least they didn’t need it at that time.

But . . . why did they buy it at that moment?

Because of the phrase on the sign that made the objection disappear:

                                       “Valid through February 26th.”

(Studies show a 75 percent increase in sales with a limited-time offer.)

. . . .still one of my favorite ways to answer an objection is on this page.

Here is a fact for you:

There are ways to make sure you won’t hear an objection.

And that makes your day much less stressful.

CLICK HERE to read how to get better results when responding to objections.

3 Best Puppy Love Marketing Tips

Golden-retriever-puppy-and-clydesdaleIt is almost Super Bowl Sunday again and despite all the talk about “deflate gate” and what the New England Patriots may or may not have done to their footballs, I doubt that Budweiser can ever top their Super Bowl “Puppy Love” TV commercial.

The YouTube video has been viewed more than 55 million times. If you have not seen this feel-good video or just want to see it again, you can watch it here

Almost makes me want to adopt a puppy :-)

And as for the three best marketing tips from the Puppy Love commercial, they are:

  • Be distinct,
  • It’s not about you
  • Get Emotional
  • More on this page

Till next time,

p.s. – Private one-to-one coaching will start in February.  Want to sign up? Drop me a line.

Your Easiest Break-Up Ever

break_up_advice-tnWhen I saw this headline in the local newspaper, it almost seemed to jump off the page.

It was a small ad in the bottom right-hand corner of the page.

The headline immediately captured my attention, curiosity and interest.

I wondered what it was all about.

Three Seconds to Grab Attention

If the headlines in your emails, direct-mail letters, newpapers or flyers are under-performing, then it is costing you sales.

No doubt about it.

When selling products or services by email, direct mail or on the Internet you have about three seconds to make your point or lose the reader.

The headline in this ad was such a great attention- getter that I immediately read the ad then clipped it out of the newspaper.

Capturing Attention

In this ad there was a photograph of a young, attractive blonde woman next to the headline.

But I had no idea what product the ad was supposed to be selling.

The headline made me curious, so I HAD to read the ad copy and it was good – it also explained the wording in the headline.

You could actually change the text a bit and use it for any type of product or service.

This was the text:

“Your hair deserves the best.  It should not have to settle.
If your current stylist doesn’t get your hair or takes it for granted . . .
it is time to move on.”

After that paragraph, a telephone number was listed, along with the name of a local beauty shop.

So, how do you create a GREAT headline if you are not a professional copywriter?
Glad you asked :-)

Five Tips to Writing Great Headlines

Five tips that will empower you to write a great headline today.

1.   Make your headline short.

Five to seven words works very well. You can be more expansive in the sub-head, once you have your visitors’ attention.

2.   Use a question as your headline.

The point of your headline is to get people to stop long enough to read the rest of the message or consider your site. Asking a question is a great way to do this, if you ask the right question.  HINT: The right question is always one that can be answered by your product.

3.   Be clear.

Tell the reader exactly how your product will help them.

(There are exceptions. Although this “Break-up” headline was not clear, it made me curious enough to read the entire ad.)

4.   Use a “number of steps” formula.

If your product will solve a problem in a certain number of steps, say so. People love simple solutions to their problems.

Or . . . use a “number of ways” formula. Use this instead of a number of steps.

5.   In an advertisement, a good headline takes up 50% of the ad space.

Print ads should have enough white space surrounding the headline to make it a clean and obvious central focus point.

Want some help?  Join my private one-to-one e-Course and I will help you create attention-getting ads and emails!