You have a profile of the end user of your product or service. Get in the habit of "talking up" your business-telling everyone you know about it. Ask for referrals from colleagues, suppliers, former employers and other associates. Improve the quality of your referrals by being specific in your request. For example, an insurance broker developed a successful referral network by asking clients whom they know who is "in a two-income professional family with young children," rather than just asking if they know anyone who needs insurance. Consider offering free consultations or an introductory price to first-time buyers. Once you hear from a satisfied customer, ask him or her for a testimonial letter to use in your promotional materials.
- Make the most of customer testimonials using advice from Giving Testimony.
- Check out the book Creative Selling by Dave Donelson
- Word-of-mouth marketing can be your best ally and the cheapest method of getting your name out there. Learn how to create buzz about your business from the author of The Anatomy of Buzz in Five Minutes With. . . Marketing Expert Emanuel Rosen.
- Read articles from our Marketing Coach or sign up for her coaching program.