referral culture

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Are You Ignoring The Low Hanging Fruit (Part 1 of 2)

A friend of mine needed flooring for his home, but he didn’t know any flooring dealers.  So, he went online and Googled flooring stores in his area.  He looked at the websites and read the reviews of the dealers appearing in the top three search results.  All the websites and reviews looked pretty similar, so [...]

By |2019-10-30T14:55:33-06:00December 5th, 2019|

How To Generate Unlimited, High-Quality Leads – Part 3 of 3

In my last two columns, I discussed the pitfalls of buying leads from popular online referral services. I also discussed several proven alternatives for generating high-quality leads. In this installment, I’m going to discuss how to get other businesses to send you an ongoing stream of leads for free. The Power of Referral Leads Every [...]

By |2019-04-23T15:35:34-06:00June 6th, 2019|

Creating Profitable Referral Relationships – Part 3 of 3

In Part 1 and Part 2, I presented strategies for developing and nurturing referral relationships with other businesses, and how those relationships can generate $250,000 to $1 Million (or more) in annual revenue with extremely low marketing costs. Essentially the goal is to round up, nurture, grow, and profit from a herd of businesses who [...]

By |2019-02-12T15:58:40-07:00June 21st, 2018|

Creating Profitable Referral Relationships – Part 2 of 3

In Part 1, I outlined why developing referral relationships with other businesses is such a powerful and important strategy for growing your business, and I presented two strategies for developing these relationships. Now let’s look at some additional strategies for developing and nurturing those relationships. 3-Step System Step 1: The unusual mailer. Send letters to [...]

By |2019-02-12T16:01:16-07:00June 7th, 2018|

Creating Profitable Referral Relationships – Part 1 of 3

“How many Realtors send you referrals?” I was on the phone with a dealer from Texas, and I was trying to determine from where his sales were coming. He mentioned that he worked with  Realtors who send him referrals. “There are five that send me referrals pretty regularly,” he replied. “How much revenue did these [...]

By |2019-02-12T16:01:29-07:00May 24th, 2018|

How To Avoid Competing On Cheap Price

In this installment, I continue with a series of interviews with industry leaders on what they see successful retailers doing to grow their sales, keep margins up and beat the boxes. In the last interview, I sat down with  Bob Eady, President of T&L Distributing headquartered in Houston, TX, to get his perspective on what [...]

By |2019-02-12T16:06:45-07:00November 15th, 2017|

Have Fun Making Home Depot Eat Your Dust—Part 3 of 3

Greetings Floor Dealers! There is no single strategy—no "silver bullet"—that will magically enable you to leave the boxes in the dust.  Rather, you should implement multiple, integrated sales and marketing strategies that reinforce one another and position you as the obvious choice.  With that in mind, let's take a look at some effective strategies you [...]

By |2019-02-12T16:36:56-07:00January 22nd, 2015|