The world's greatest salesman Joe Girard summed up the “Law of 250” in the business war. He believes that behind every customer, there are roughly 250 friends and family members, and these people can become your potential customers. Customer referral introduction is the most important method of customer development. It is an effortless way to win more accurate users and is the best means of high-quality customer expansion used by sales staff.

This article will provide 15 referral introduction strategies, as well as practical cases for your reference, to help you design a referral introduction system that can generate good sales for you. These strategies have been verified and summarized by a large number of educational institutions and enterprises, and they do not cost a penny, have zero cost, zero investment, and quickly double sales! Learn these 15 referral introduction strategies, and your enrollment work is basically completed!

1. Comics for regular customers

For example: There is an organization that draws comics of some regular customers and hangs them on the wall. The most important thing is that the customers don't know it at all. Until they suddenly see their very good-looking comics, you can imagine how surprised they will be when they see them.

Then, it is natural for these regular customers to take the initiative to spread word-of-mouth and introduce them for free. Because after they saw it, they couldn't wait to share this interesting story with his friends and brought it to this store to take a look.

This strategy, applied to educational institutions, can take some photos and record small videos for students and arrange them into a collection. It will be displayed in the school without the knowledge of the parents. Parents who accidentally see their children's photos or videos will definitely have forwarding actions, creating reasons for customers to take the initiative to introduce them.

Of course, in addition to this method, ideas can also be formulated according to the situation of one's own educational institutions.

2. Discount card model

Take "shopping centers and supermarkets” as an example: for example, shopping malls and supermarkets, make a "discount card” to get special discounts for shopping. Then contact some groups, institutions, and units to ask these groups to send “discount cards” to their members. When someone consumes, not only can these members get consumer discounts, but these groups will also get referral benefits. Even, you can contact the uncles and aunts who love to be greedy and cheap to use this strategy.

Operation method:

First, make a batch of course discount cards and distribute them to some old users, about 5 or 6 per person (based on the number of old customers). With this card, the recommended person will get a 10% discount for every 300 yuan course purchased by the institution (according to the actual price of the institution's course package).Discount. The referrer can also get the corresponding recommendation points, and the accumulated points can be directly exchanged for the corresponding amount of the course when the class is purchased. Most of the customers who received the discount card were new customers, and they took the initiative to purchase and consume, which achieved a good result of the introduction of parents.

3. Hold a party

This is probably the happiest way to introduce it.

Operation method:

It's about holding a party (or event) for your students and allowing them to bring their friends.

For example, if you are a children's training institution, you can hold a concert (such as children's piano training). Then, tell our students that they can bring their friends to the party.

And, in order to be more effective, you'd better make a ticket for the party-you can only enter with this ticket. Then give 5-6 tickets to each student attending the party, and let them bring their parents, classmates, friends, or parents of the same students to participate. (Bird cage effect)

Allowing customers to bring their friends to the party is based on “sharing happiness and giving a sense of honor” as the starting point, and customers will naturally be willing. And if we directly ask customers to refer us, it will cause resistance and disgust.

We just want to eliminate the sense of resistance and guide customers so that customers know how to bring potential customers. At the same time, the customers' friends must also be from the same circle of life, and it is also very likely that they are our precise target customers.

As long as we bring his friends to us, then we can turn these customers' friends into our new customers through the next series of processes.

There are also seminars, tea parties, salons, group tours, etc. for gatherings of the same type. Bringing customers together can be an online gathering or an offline gathering.

Of course, you should pay attention to the fact that the purpose of your meeting is to introduce, so guide customers to bring people to participate. And guide them to share your meeting information on their respective social tools to easily complete the introduction!

4. Purchase experience that exceeds expectations

Some merchants on Taobao do a very good job with this strategy. Many times, after the online shopping is opened, they also give away a lot of exquisite small gifts, and they have very special creativity, which makes you unexpectedly happy. This is the purchase experience that exceeds expectations.

At this time, customers can't help but take pictures and share them on Weibo and circle of friends, forming automatic recommendations.

So think about it, when you apply this “purchase experience that exceeds expectations” to educational institutions?

Features: For some parents who already plan to purchase courses, the course consultant does not talk about the benefits in too much detail when introducing the courses, hides some small benefits or even a relatively large one, and waits for the children to go to class before telling the parents (the way to tell can be daily parent group penetration), so thatThe unexpected surprises will have unexpected results. There are more ways to see the creativity of the teachers in the institution!

5. Create value for employees

The seemingly non-welt strategy is actually really important. We operate educational institutions on nothing more than two points: one is to create value for customers, and the other is to create value for employees. As long as we treat our employees sincerely and create value for them, then your employees will serve customers well, take the initiative to win customers, and create value for the company. For organizations, one of the big factors why the number of customers is not large is that the employees themselves do not invest enough, do not want to spend more time, and do not want to be responsible.

Although this introduction method is not as direct and obvious as other strategies, the effect cannot be ignored. This also requires the leaders of the organization to pay attention to the life dynamics of the teachers at all times, so that there is no worry about life, and work efficiency will be doubled with half the effort!

6. Give more than 2 coupons

This method is widely used in the catering industry.

After you have finished spending and paid the bill, the waiter will give more than 2 coupons at once, some with a face value of 20 yuan, some with a face value of 10 yuan, and some with a face value of 50 yuan. After customers receive these coupons, they will definitely not be able to use them by themselves, so they will transfer them to colleagues and friends. These people will come to spend with coupons.

This is the operation method of "giving away more than 2 coupons". Similarly, this strategy is not only limited to the catering industry, but can also be applied to the education industry. At the same time, the face value of coupons can be set according to the price of institutional courses.

But it should be noted that there are 2 conditions that need to be met to use this strategy:

1. Your coupon must be valuable and customers are unwilling to discard it. 2. There must be a use period on the coupon, which can be set to 1 month or 3 months.

Seven, girlfriend-style marketing

This referral introduces the secret, which is very easy to use.

For example: For example, those who sell scarves, manicures, and hairdressing can launch a “girlfriend package”: create the same style, or a girlfriend style.

It can also be women's products and services such as facial masks, cosmetics, etc. Operation method: The operation method is to let customers buy 2 copies and give a double discount price, which is called the “best friend package price”.

For educational institutions, this kind of package model can also be used. Two people enjoy the “best friend price” at the same time, then we may add a new customer and turn this best friend into our new customer. Imagine that 1 becomes 2, 2 becomes 4, 4 becomes 8... passenger traffic will double!

8. Payment after "completing the recommended indicators”

For example: The operation of “optician" is that if a new customer recommends 4 customers within 1 year, they can get a 100% refund. After one eyewear company introduced this system, its business soared.

They give customers 4 recommendation cards, and the recommended customers come over with the recommendation card to enjoy a discount. If the glasses are okay, the customer will be given a partial refund. When 4 people are recommended, they will get a 100% refund.

Educational institutions can also use this strategy. As for whether to refund the full amount or part of the amount, you can decide at your own discretion according to your own circumstances.

9. Coupons for specific products

This strategy refers to “preferential permissions for only one or a few specific products”"

Example—Furniture store: When a customer buys a bed from me, I will give a coupon, but this coupon is only valid for one or a few specific products. For example, give a dressing cabinet coupon.

Example-Restaurant— Let me give a case of me in a Japanese ramen restaurant. When I ordered a bowl of ramen in this restaurant and paid for it, the waiter would give me 2 “special goods” coupons. This coupon is not the kind of 5 yuan or 10 yuan voucher, but a coupon for a certain type of ramen.

The next time you come to their restaurant to spend, you can use this coupon to eat our latest product "XX Ramen" and enjoy corresponding discounts. Then the purpose of this coupon is to help restaurants maximize the promotion of their latest products and let customers experience the product.

This method is mainly to promote a certain product, or to clear inventory, or to sell high-priced products. The same applies to educational institutions.

10. Free service

Take “Massage and Tuina, health care institutions” as an example: for example, for massage and tuina, as long as a customer purchases my “service package”, they can get 3 free massage consumption cards.

Customers can give the card to friends or family members. If one of them comes to experience with a free spending card and purchases other services, they can get a discount.

Moreover, as long as there are more than 3 people, the referrer can also get a free massage because of this contribution.

Some short-term courses (or video courses) in educational institutions can implement such a referral strategy to expand their popularity and allow more new users to participate in the experience.

11. Free practice coupons are given

Take “Golf course, fitness center, archery club” as an example: For example, for a golf course, as long as you sign up for 10 training courses, you can get 4 “free experience coupons” to distribute to your companions and friends who want to play in the club.

Because the stadium and fitness center are closed, only customers who have already purchased can come to experience it. But this is more boring for customers, because they can't have fun with their companions. This is not in line with human nature.

Then, we give customers 4 experience coupons, which is to give customers a permission: you can bring 4 customers together at once to have fun with us, or you can bring friends over 4 times, and your friends can also come alone with this card. As a result, after using this recommendation strategy, 35% of these customers and friends who use “free experience coupons” will make paid purchases.

The same applies in educational institutions. Customers who purchase long-term courses can get several experience coupons to facilitate their children to take small partners to class together, or parents can also give them as a favor to relatives and friends around them, that is, to allow old customers to enjoy a good preferential experience, but also to welcome new users.

It also shows that human trust requires the first communication contact. Therefore, when designing the marketing process of an organization, first establish a relationship with the customer and have an initial understanding. For example, first sell low-cost products, free experience·** and so on.

12. Alliance recommendation

Form alliances with other merchants and recommend each other.

For example, clothing stores and jewelry stores, each store has a discount card made by the other party, and this discount card is used as a gift during the purchase transaction to increase the transaction rate.

When this strategy is applied to educational institutions, it should be emphasized that mutual recommendations should be low-quality and cheap courses, not courses with poor experience, ineffective, and common everywhere. In terms of content, it is necessary to discuss with partners how to do a good job in the mutual promotion model.

13. 3 people travel together, 1 person is free of charge

“You only need to find 2 companions to sign up together, and you can get rid of the fee for one person.” This temptation must be higher than the money for three people to sign up.

There must be a marketing process when using this strategy. Some people think that this is not a disguised discount? Actually not.

Marketing must be a system, planned and designed step by step. For example, to hold an entrepreneur forum, you have to sell training and products on the forum. Then it is necessary to formulate a strategy of three people working together. One is to open up the market to obtain new customers and let more people know. The second is that after the customers come, they can recommend other courses.

14. Points recommendation

Take “health products companies, nutrition companies” as an example: customer points programs can be launched: points can be exchanged for health products, corporate services, tourism, etc.

Operation method: Customers not only purchase products, but also get corresponding points. Every time a new customer is introduced, they will also get reward points. When the customer you introduce buys a certain amount of product, you can also get corresponding points. Recommend this point to be used well, it can produce very great power.

In today's mobile Internet era, it is very important to use the integral recommendation strategy to create an automated tool. The constant source of points system allows old customers to slowly become curriculum consultants for institutions. Not only children go to school, but parents will also have corresponding benefits.

15. Customer testimonials

For most companies, customer testimonials are required, which is used by many organizations.

You can record a video for the customer to tell about the benefits he has gained from you. Or a photo with a passage. Show these customer testimonials to your other customers to enhance brand credibility. Although customer testimonials are not a direct way of referral, they are indeed a prerequisite for building trust. With trust, customers can recommend you with confidence.

Make your institution interesting. Customers never like boring educational institutions. If the market doesn't talk about you, it makes sense. Because you are boring, there is no point for people to be happy to share. Your products and your pricing are all very boring, and you deliberately made the company so boring by yourself.

In the era of the Internet, you'd better be differentiated and have points worth talking about, whether it's benefits or not.，

It's still funny and entertaining. In short, you have to make your business have points that people are willing to talk about and share.

Don't think that it is an embarrassing thing for customers to recommend you. If you feel that it is really difficult to speak to customers, then you can use benefits to establish a way of referring introductions, tell customers how to refer introductions, and you have to ensure that this process is very easy and simple.