The Relocation Referral Engine

There’s a great new book out there called The Referral Engine: Teaching Your Business to Market Itself by John Jantsch (award winning social media publisher and author Duct Tape Marketing). The basic idea of the book is that you want your company to become a source of referrals for your customers and, in turn, your company will be sent referrals in droves.

Jantsch suggests that you should be able to refer your customers to the BEST companies that might fit their needs, outside of (but related to) the product or service you provide. For example, at Relocation Insurance Group, we refer customers to the very best movers, storage facilities, and mobile storage providers. We also use our industry experience and contacts to refer our affiliates to the very best vendors we know.

In return, Janstch tells us that the companies you refer customers to regularly will gladly return the favor when their customers are in need of a company offering your services. That is, if you are among the best! That’s the other (perhaps understated) half of Janstch’s magic formula: be remarkable. If your company is striving not only to see revenue, but to provide the very best product or service in your space, chances are you’re doing some remarkable things—and members of your network will refer customers to you.

What do you think of this idea of becoming a “referral engine”? Have any of you read the book? Leave your comments below.