One way of building word-of-mouth marketing is to keep in touch with your customers, clients and prospects at least every three months. Some people allocate 15–30 minutes a day to contacting people. read more »
Do a short survey of your current customers and clients and ask them how they heard about your products and services. This information will give you some idea of which marketing tools are working for you and what areas you need to concentrate on. Accelerate the buying process One of the fastest ways of accelerating word-of-mouth conversion is to make the buying process easy for your prospects. Thanks to the Internet, the role of selling is changing. read more »
Salespeople are persuasive. They’re able to convince people with both their words and their body language. They’re enthusiastic, charming and likeable. They draw you into their rhythm and dictate the terms of the interaction. read more »
Laggards (16%) are the last to adopt a new innovation. They tend to be suspicious of new ideas and prefer to use what they know. They will only try something new when they are convinced it will work and that they need it. In The Tipping Point, Malcolm Gladwell (2000) says three psychological types are essential for spreading the word about your business: connectors, mavens and salespeople. read more »
If you want to run a successful wordof- mouth campaign, you need to reach the people who have the most influence. History is full of examples of innovations that failed to take off because they were not supported by people at the time. Malcolm Gladwell’s book was preceded by earlier work by Everett M. Rogers (2003, pp. 282–85) on the innovation adaptation curve. read more »
When you’re public speaking, it’s a good idea to present a brief profile to the person who’s introducing you. Otherwise you may find they use material they’ve found somewhere that’s either out of date or inaccurate. read more »
Listen to the way you answer the phone. Does it sound in keeping with your brand? A common mistake—and one I sometimes make—is speaking too fast so the person is not sure they’ve reached the right number. read more »