One of the most effective ways to attract customers to your business is to establish a reputation. The better your reputation, the less price sensitive your customers are, and the more leads and sales you will generate. To build that reputation, you need a good word of mouth campaign.
However, many owners and managers fail to implement an effective word of mouth campaign that can improve their installation business’ prospects.
Why Is Word Of Mouth So Powerful?
There are several reasons why word-of-mouth should be part of your marketing strategy. Firstly, research has shown that more than 80% of customers will seek the advice of friends and family before buying a product. The advice from peers is one of the largest influences in a purchasing decision.
In addition, word of mouth is incredibly cheap. For the price of one click on Google AdWords, you can reach dozens of people through leaflets or emails asking past customers to recommend your brand.
How Can You Implement Word Of Mouth In Your Marketing?
There are many ways you can implement a strong word of mouth campaign in your business. Initially, you should seek reviews from all your customers who have had an installation. Reviews are nearly as good as a potential customer asking for a recommendation from friends, but they can reach more people. However, reviews are reactive, people have to look for them. The best places for reviews are Facebook, Google and online directories.
While your website is an acceptable location for reviews too, it’s better to have these referencing feedback left elsewhere, to help with SEO and credibility.
Next, you should remind customers to recommend your business directly to their friends and family. This can be done in three small steps:
Step One: As you sell your services, ask the customer if they would be happy to recommend your business should your team exceed their expectations.
Step Two: When the job is complete, confirm your customers are delighted with the work and then ask them if are they happy to share their experiences with their friends and family.
Step Three: Give them ‘happy customer content’ (digital or physical) that they can use to spread word of your brand. This content could be leaflets, brochures or a small sticker to put on the installation. In addition, direct them to a site where they can review your work.
Conclusion
Word of mouth marketing isn’t a luxury, it’s crucial for your business’ growth and sales plan. By using past customers to confirm your superb work, you are building an impressive reputation that future prospects will trust.
If you want to learn more about the three step process mentioned above, why not read about it in a past issue of our Growth Newsletter.
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