Schuller: Who is planning to build his recommendation business systematically, must provide maximum performance. He must be known in his field and acknowledged, so expert and former. It is only recommended what absolutely convinced, what is really good and extraordinary. And where people are in the game, added another aspect: only, who completely convinced of one thing and the whole is well-disposed, will enthusiastically recommend. You must be so trustworthy and likeable. You must have taken over head and heart of his advocate, then the recommendation business is really underway.
We recommend anyone, most of us can not stand? Ralf G. Nemeczek: Now there are not only positive, but also negative referrers. What is the role of a professional complaint management here? Anne M. Schuller: Negative recommendations are the result not only of poor performance, but also disappointments. The customer is but rarely talk about the latter, He usually feeds objective reasons. A good complaint management is important, of course, it would be much better but, if it does not even come up to the complaint. To do this, I recommend regular and appropriate opportunity to ask focusing questions, such as, for example, this: What you actually is the most important reason to buy from us? What would the paramount that we should change as soon as possible for you? If there's one thing that especially bothered you with us in the past, what was the disagreeable for you? Admittedly, it requires every now and then a little courage to ask such questions.
But the learning profit is huge. Because you can learn something about its highly recommended advantages or his biggest vulnerabilities - from the viewpoint of the customers, and she alone counts. Ralf G. Nemeczek: referral marketing engages only in above-average performance, so unleash a spiral upwards in response. There not pre-programmed are customer disappointments? Anne M. Schuller: Of course the bar high is, if you permanently want to get recommendations. And never you can please everyone. But just by using the focusing issues, making customers to its services with designers. To help the customers that a provider is always better. This creates a bit my baby a '-feeling. And who has let his baby in the lurch? So, the chances are that full enthusiasm as active referrers press free of charge, of its own accord and like such emotionally-bound customers. Seminar Note: future trend of referral marketing to the 1st 10 in Frankfurt D targeted orientation towards active positive recommender is the most affordable and sustainable at the same time, so most promising sales growth strategy of all time. New customers are supplied in this way immediately and free of charge. How that happens, shows a practical day seminar on Oct. 1 in Frankfurt in cooperation with the seminar provider SemiGator. The participants will receive the complete know-how in it step by step as well as the necessary tools to implement their own referral marketing strategy. From 399 euro. More info:../ Semigator_TagesseminarEmpfehlungsmarketing2.pdf the book about Anne M. Schuller future trend referral marketing the best sales accelerator of ever BusinessVillage, 3. aufl. 2009, is 135 pages ISBN 978-3-938358-63-4