There is a phenomenon among consumers that is evidenced by the rise in popularity of sites that allow users to share information about the products they buy or want to buy with friends and other shoppers like them. These sites exist because consumers inherently trust the opinions of their friends and their peers when it comes to purchasing and business related decisions, and they trust them a whole lot more than they trust most marketing campaigns. Author John Jantsch, who previously penned the book Duct Tape Marketing is a few weeks away from publishing his second book which focuses specifically on the power of referrals.
The book, titled The Referral Engine: Teaching Your Business to Market Itself, hits bookshelves in mid-May, and could be an excellent resource for early-stage startups and entrepreneurs-to-be. Jantsch’s first book did so well that it lead to the creation of the Duct Tape Marketing System and the Duct Tape Marketing Coach Network, while additionally earning accolades for both Jantsch’s blog and his podcast on small business marketing which continues to release episodes today.
In his new book, Jantsch explores how companies can strategically market their products to take advantage of the referral and peer review phenomenon of consumer buying habits. As Jantsch points out in a video explaining his motives behind the book (embedded below), he discovered that most successful small business which are thriving off referrals didn’t do so by including some special sauce into their recipe. Instead, he says that these companies are, by their very nature, “more referable” than others.
Some of Jantsch’s suggestions for being more referable include making and effort to communicate personally with customers via social media and other means, being sure your customers know who they should be referring to, and getting your sales team on board with referral strategies. Early anticipatory praise of the book is already coming in from the likes of author Chris Brogan, Silicon Valley investor Guy Kawasaki, and Zappos founder Tony Hsieh whose upcoming book we previewed a few weeks ago.
A free download of the first chapter is also available on the book’s homepage, and the full book, coming in around 250 pages, will be available on May 13 according to Amazon. Check back here next month after the book publishes for a more in-depth review, and in the meantime, keep an eye out for ways to boost your company’s referral engine.
