Making Word-of-Mouth Marketing Work for You / 讓口碑營銷為您服務

讓口碑營銷為您服務

口碑營銷通常被認為是最古老和最強大的廣告形式之一。事實上，大多數商業人士都明白它的工作原理，只是不知道它是如何工作的。

如果你想成功地發展口碑，你應該像其他類型的廣告和營銷一樣，有組織、有想法地進行口碑營銷。事實上，如果你採取這種方法，最終，你可以得到你的業務完全通過口碑的大多數，創建一個成功的口碑計劃的關鍵在於製定一個正式的計劃，系統地與人見面，並與他們培養關係。以下是十種方法，讓你的口碑營銷計劃落實：

避免成為山洞居民

走出去見人。從設定一個目標開始，每週與你想發展人脈關係的人建立約會的次數開始。社交資本對每個人都有用，而不僅僅是那些有目的的人，他們的目的是為了成為網絡人。

要求引薦

有一些特定的技巧，你可以學習和發展，這將幫助你磨練你的能力，讓你得到你想要的引薦人。其中一個技巧就是問"你認識誰..........." 然後，你會列出幾個你可以幫助的人，比如說新來的人、剛結婚不久的人或剛開始創業的人。

加入三個網絡群

在未來三個月內，有意識地選擇至少三個不同的商業或網絡團體加入。這些團體可能包括商會、社區服務團體和行業協會。在加入各種組織時，要確保你選擇一個全面的商業團體來參加。盡量避免在每個類別中加入一個以上的團體（即兩個商會），因為這樣會分化你的忠誠度，並使你陷入對太多人的承諾。

建立引薦激勵機制

制定一個有創意的激勵措施，鼓勵人們把引薦人送到你這裡來。例如，一家音樂店的老闆會把音樂票寄給那些向他引薦生意的人。另一個例子是脊骨神經科醫生在他的候診區的公告欄上貼出感謝信，感謝所有上個月向他推薦病人的病人。

學習，為終身學習而學習

花時間培養你的人際交往技巧。閱讀關於人際交往的書籍和文章，聽錄音帶，和擅長人際交往的人交談。人脈關係是一種後天的技能。

表現得像個主人

在參加商務聚會時，要像個主人，而不是客人。如果你在酒會上站在一旁與同事或其他已經認識的人打交道，而不是去見新的聯繫人，介紹他們，那你的時間就是在浪費。這些活動提供了一個很好的方式來提高你的知名度! 如果合適的話，要求在你所屬的組織中擔任大使或訪客接待員。因此，你的官方職責是與人見面，並將他們介紹給其他人。

創建一個升降機投稿

投入時間開發一個關於你的業務的簡短信息，解釋你的業務。你會說什麼？我想讓你記住，這不是推銷，而是一種創造性的簡明扼要的方式，讓聽眾產生興趣。當你向別人介紹自己的時候，使用你的電梯式推銷詞。很有可能，這將幫助他們記住你和你的工作。當你創造電梯式推銷詞時，記住這七條規則，將使你在人群中脫穎而出。

做好筆記跟跟進

當你遇到一個人，交換卡片時，花點時間把卡片翻過來，記下一些關於他們或他們的業務信息，這將有助於你記住他們，並在以後的工作中跟進。這是一個非常簡單而又有力的方法，可以給人留下一個很好的第一印象，並能發展成互惠互利的人際關係。當你跟進的時候，我建議你提供機會，無論是一個簡單的信息，一個特別的聯繫方式，還是一個合格的業務介紹，都可以。

少說，多聽

記住，一個優秀的人際交往者有兩隻耳朵和一張嘴，並相應地使用它們。我們在人際交往中的成功與否，取決於我們能否善於傾聽和學習。你和你的網絡夥伴越快了解對方需要了解的東西，你就越快建立起有價值的關係。

協作和幫助他人

人們不會在乎你知道多少，除非他們知道你有多在乎。幫助別人，說明你很在乎。盡可能地在商務會議之外與人們建立聯繫。將他們可能感興趣的便條、信件和文章投遞到郵件中。給他們打電話問候，或邀請他們參加你可能會參加的活動。

你有可能與你自己範圍之外的龐大網絡聯繫在一起。通過實施上述策略，你將從這個網絡中獲益。最大限度地增加你與他人建立人脈關係的機會，你會發現口碑營銷是多麼的有效!

Making Word-of-Mouth Marketing Work for You

Word-of-mouth marketing is often considered one of the oldest and most powerful forms of advertising. In fact, most business people understand that it works–they just don’t know how it works.

If you want to be successful at developing word-of-mouth for your business, you should be as organized and thoughtful about it as you are about other types of advertising and marketing. In fact, if you take this approach, eventually, you can get most of your business exclusively through word-of-mouth! The key to creating a successful word-of-mouth program lies in developing a formal plan for systematically meeting people and cultivating relationships with them. Here are ten ways for you to get your own word-of-mouth marketing program off the ground.

Avoid being a cave dweller.

Get out and meet people. Start by setting a goal for the number of appointments you’ll establish with people you wish to develop networking relationships with every week. Social capital works for everybody, not just people who set out purposefully to become networkers.

Ask for the referral.

There are specific techniques you can learn and develop that will help you hone your ability to ask for the referrals you want. One such technique is to ask “Who do you know who…?” You would then list several types of people you can help, such as someone who is new to the area, someone recently married or someone who has just started a business.

Join three networking groups.

Consciously select at least three different business or networking groups to join in the next three months. These groups might include chambers of commerce, community service groups and trade associations. When joining various organizations, make sure you select a well-rounded mix of business groups in which to participate. Try to avoid being in more than one group per category (i.e., two chambers of commerce), as this will divide your loyalties and put you in a position where you’ll be making promises to too many people.

Create referral incentives.

Develop a creative incentive to encourage people to send referrals your way. A music store owner, for instance, sends music tickets to people who refer business to him. Another example is the chiropractor who posts thank-yous on a bulletin board in his waiting area to all his patients who referred patients to him the previous month.

Learn, learn, learn for lifelong learning.

Spend time developing your networking skills. Read books and articles on networking, listen to tapes, and talk to people who network well. Networking is an acquired skill.

Act like a host.

When attending a business mixer, act like a host, not a guest. You are wasting your time at mixers if you stand around visiting with coworkers or others you already know rather than meeting new contacts and introducing them around. These events offer a great way to increase your visibility! If appropriate, ask to be the ambassador or visitor host in the organizations to which you belong. As such, it will be your official duty to meet people and introduce them to others.

Create an elevator pitch.

Invest time in developing a brief message about your business that explains what you do. What would you say? I want you to keep in mind that this is not a sales pitch; it is a creative and succinct way to generate interest in the listener. When you introduce yourself to others, use your elevator pitch. Chances are, this will help them remember you and what you do. Keeping these seven rules in mind when you create an elevator pitch will set you apart from the crowd.

Take notes and follow up.

When you meet someone and exchange cards, take a few moments to flip the card over and jot down some information about them or their business that will help you remember them and follow up with them later. This is a very simple, yet powerful, way to make a great first impression that can be developed into a mutually beneficial networking partnership. When you follow up, I recommend that you offer opportunities, whether a simple piece of information, a special contact, or a qualified business referral.

Talk less and listen more.

Remember that a good networker has two ears and one mouth and uses them accordingly. Our success in networking depends on how well we can listen and learn. The faster you and your networking partner learn what you need to know about each other, the faster you’ll establish a valuable relationship.

Collaborate and help others.

People don’t care how much you know until they know how much you care.  Helping people shows that you care. Connect with people outside of business meetings whenever possible. Drop notes, letters and articles that might be of interest to them in the mail. Call to check in with them or invite them to events you may be attending that might be of interest.

You are potentially linked to a vast network beyond your own sphere. By implementing the tactics above, you will receive benefits from that network. Maximize your opportunities to cultivate networking relationships with others, and you will see just how effective word-of-mouth marketing can be!

https://ivanmisner.com/making-word-mouth-marketing-work/