In today's episode, we're going to talk about how to build your business using referrals. Although it's a commonly used strategy, a lot of people are still doing it wrong. In a lot of ways, sales is sales no matter how you do it. The hottest type of prospect is an endorsed referral, somebody who comes in because they have heard of you coming from a friend, a trusted expert, or they've simply read about you because of the authority you've built in the market. Sadly, a lot of folks do it wrong and there is always a right way to do it.

Meet Frank Klesitz

Frank Klesitz is an authority when it comes to referrals. Through his company Vyral Marketing, Frank has built an entire system designed to utilize database, content, and all other things necessary and this has definitely changed the way a lot of professionals are generating new business through referrals. Based in Omaha, Nebraska, Vyral Marketing has become a marketing choice for experts, professional services, and consultants throughout the country.

So I have invited Frank on the show to share with you his bacon-wrapped referral process which he has perfected over the years. Regardless of what type of business you’re in, learning how Frank has systematized the referral process will certainly help you build new leads efficiently and cost-effectively.

Here’s what we discussed:

• 3:53 – How Frank became an expert in the referral process
• 4:13 – Enjoying acquiring customers and selling workout training to people in homes
• 5:20 – Using different strategies to advertise his business
• 6:21 – Spending $10  to acquire customers to only make $1
• 7:58 – Attending a real estate training and learning a concept that changed his life
• 8:47 – The two kinds of people in the world
• 9:16 – The importance of touching your database regularly
• 10:58 – Only thinking of the “now” business and not staying in touch of customers
• 11:53 – Do not be a secret agent!
• 12:45 – What to do with your email contacts
• 14:30 – The three main elements of your system
• 15:57 – The right kind of content you send to your customers
• 16:46 – Brad's strategy: aggregation, creation, and curation
• 17:44 – Thinking of marketing from a publisher perspective
• 18:52 – Education-based marketing
• 20:01 – The golden answer to what you send your customers
• 20:17 – The common mistake in creating educational content
• 22:26 – What your first email should look like to avoid getting spammed
• 23:54 – How to start off your content without being intrusive
• 26:18 – Putting yourself in your client's shoe
• 28:32 – Other essential things your content should have
• 29:12 – Sending short educational, Q&A videos to your email list
• 30:38 – Social media is fueled by ___________
• 33:45 – Using technologies and marketing automation software to track response
• 35:15 – A golden nugget of getting business: the rejection-proof networking strategy
• 38:12 – How to end every conversation and get their email address
• 41:16 – The best type of videos you can create
• 42:38 – Reaching out to subscribers and coming from a place of giving
• 46:05 – Your video blog as the bait and your site as the trap
• 47:52 – “Be the invited guest, not the annoying pest.”
• 49:01 – How to generate leads on your own
• 50:23 – How Frank helps people create their own content through videos
• 52:07 – How Vyral Marketing does the marketing for you
• 54:52 – The two ends of the customer spectrum
• 55:53 – The Vyral Marketing system in the middle of the spectrum
• 57:16 – The cool things you can see from their website
• 57:58 – Finding what questions are important to people
• 58:13 – Going after CEOs and the Fortune companies

Resources

For more information on Frank Klesitz and his amazing Vyral Marketing plan and process, visit www.getvyral.com.