Buy Now, Pay Later
As low as
$3
/ mo
Learn more
- – 4-month term
- – No impact on credit to apply
- – Instant approval decision
- – Secure and straightforward checkout
Ready to go? Add this product to your cart and select a plan during checkout.
Payment plans are offered through our trusted finance partners Klarna, Affirm, Afterpay, Zip, Apple Pay, and Google Pay. No-credit-needed leasing options through Acima may also be available at checkout.
Learn more about financing & leasing here.
Free shipping on this product
30-day returns
Learn more
FREE 30-day refund/replacement
To qualify for a full refund, items must be returned in their original, unused condition. If an item is returned in a used, damaged, or materially different state, you may be granted a partial refund.
To initiate a return, please visit our Returns Center.
View our full returns policy here.
Availability:
In Stock.
Arrives
Friday, Oct 9
Recently Viewed
Description
The small business guru behind Duct Tape Marketing shares his most valuable lesson: how to get your customers to do your best marketing for you. The power of glitzy advertising and elaborate marketing campaigns is on the wane; word- of-mouth referrals are what drive business today. People trust the recommendation of a friend, family member, colleague, or even stranger with similar tastes over anything thrust at them by a faceless company. Most business owners believe that whether customers refer them is entirely out of their hands. But science shows that people can't help recommending products and services to their friends-it's an instinct wired deep in the brain. And smart businesses can tap into that hardwired desire. Marketing expert John Jantsch offers practical techniques for harnessing the power of referrals to ensure a steady flow of new customers. Keep those customers happy, and they will refer your business to even more customers. Some of Jantsch's strategies include: -Talk with your customers, not at them. Thanks to social networking sites, companies of any size have the opportunity to engage with their customers on their home turf as never before-but the key is listening. -The sales team is the most important part of your marketing team. Salespeople are the company's main link to customers, who are the main source of referrals. Getting them on board with your referral strategy is critical. -Educate your customers. Referrals are only helpful if they're given to the right people. Educate your customers about whom they should be talking to. The secret to generating referrals lies in understanding the "Customer Referral Cycle"-the way customers refer others to your company who, in turn, generate even more referrals. Businesses can ensure a healthy referral cycle by moving customers and prospects along the path of Know, Like, Trust, Try, Buy, Repeat, and Refer. If everyone in an organization keeps this sequence in mind, Jantsch argues, your business will generate referrals like a well-oiled machine. This practical, smart, and original guide is essential reading for any company looking to grow without a fat marketing budget. Read more
Publisher : Penguin Publishing Group
Publication date : September 25, 2012
Edition : Reprint
Language : English
Print length : 256 pages
ISBN-10 : 1591844428
ISBN-13 : 26
Item Weight : 8.4 ounces
Dimensions : 5.39 x 0.67 x 8.39 inches
Best Sellers Rank: #1,028,031 in Books (See Top 100 in Books) #101 in Business Infrastructure #177 in Customer Relations (Books) #244 in Advertising (Books)
Frequently asked questions
If you place your order now, the estimated arrival date for this product is:
Friday, Oct 9
Yes, absolutely! You may return this product for a full refund within 30 days of receiving it.
To initiate a return, please visit our Returns Center.
View our full returns policy here.
To initiate a return, please visit our Returns Center.
View our full returns policy here.
- Klarna Financing
- Affirm Pay in 4
- Affirm Financing
- Afterpay Financing
- Zip Pay in 4
- Financing through Apple Pay
- Financing through Google Pay
Learn more about financing & leasing here.
Similar Products
Top Amazon Reviews
Format: Hardcover
There's nothing totally unique about any one idea in "The Referral Engine." There's nothing unique about a 5lb. bag of sugar either. Of course that bag of sugar could be in the hands of a skilled pastry chef - or it could be in mine. I can tell you there's a pretty big difference. John Jantsch is the Head Chef of Marketing. He has an almost magical way of accumulating massive quantities of more basic ideas, sifting them, combining them in perfect proportions, and then turning them into recipes for delicious success. The end result almost defies identification of those original ingredients. A great chef understands every tool, and exactly what his oven will do at each temperature. John Jantsch understands small business owners to the extent he crawls right inside our heads to tweak attitudes - and he does it by slowly building a case logically, step by step, until you can't help but agree with what has just become so obvious. In "Referral Engine" one of the first things he tackles is a business owner's reluctance to ask for referrals. I know that until I was exposed to Jantsch's material, I hated it! I expected my clients to love me and spread the love without me asking - and in fact, often times that did happen. No matter how good you think you are now, if you're like me, you have no idea how great your untapped potential in this area is. I think the thing I like most about Referral Engine, and Jantsch's work in general, is that there is no dishonesty, no gimmicks, no use of trickery. I've always believed the path to success lies in creating a great product or service for which one charges a fair price. It's an approach built on creating a great product or service to begin with. Jantsch shares that approach. For example, Chapter 5 is titled "Your Authentic Strategy." The underlying premise of this work is the need to create a company worth referring. The second key idea is that you get ahead by helping others first. We're encouraged to partner with other businesses, and to always be looking for ways to help others, to connect, to refer. There are no one-way streets in Jantsch world. You clearly give as well as get. The icing on this cupcake is the multitude of examples and references that help one understand just what all of this means and how it's done. Then, once the underlying foundation is in place, Jantsch starts with the mechanics, and, unlike other "idea" based authors - many of whom I also love - Jantsch gets into the guts of the issue. Here's how. Here's where you go. Do this next. There's no sugar coating. This stage isn't about the tasty result. This is about the process. Jantsch doesn't just cover the need to blog, he starts at the basement. For example, from P. 131, "Keyword rich" covers the way you need to use keywords in your blog in order to make it accessible. Sure, you might want to buy another book just on SEO, but in this one section, Jantsch manages to succinctly distill the basics that you will need - including providing tools like [...] which will help you. If you take all of this book to heart, and implement it fully, not only will you have a great referral machine, you'll have a great business. This one book may not have all the information you'll need to improve all of the other parts of your business, but it will help you identify parts that aren't working because they will keep you from being talk, or referral, worthy. This book, assuming one has an Amazon Prime membership - and every small business owner should - is $11.69 today, its release date. I'd be surprised if your return on investment wasn't at least 1,000 times that. On the other hand, you could order 20 to 30 other books to cover the various aspects covered here - and I would hope for that, you'd have greater results, but somehow I seriously doubt it. I love this book, and I think you will too.
...
show more
Reviewed in the United States on May 13, 2010 by Joy
Format: Hardcover
In today's business with so much competition vying for customers, if you don't have a good referral system in place, you're missing the boat. THE REFERRAL ENGINE: TEACHING YOUR BUSINESS TO MARKET ITSELF, by John Jantsch may be just what you need to put your referral system in place. Geared for the small business owner, there are plenty of ideas here applicable to large corporations as well. This is possibly the most complete work on building a referral network available. As if you need persuasion, Jantsch first builds the case for why you need referrals in your business. That part seems like a "no-brainer" to me so I won't elaborate here. The next chapter is a "no-brainer" as well, but one often overlooked, and that is the importance of how employees view the importance of building referrals. This is a 3-pronged stool; the employee must know clearly what is expected, have the proper tools to do what is expected, and receive appropriate praise and feedback when expectations are met. This, of course, is predicated on the notion that your employees first believe in the company. If they truly believe that your company offers world class products or service, then they are doing a disservice to their customers by not asking them to refer their friends. Chapter 3 examines the Path to Referral by introducing the 4 "C's" of marketing; content - context - connection - community. The question is posed, "Where does your company fit in?" Here we examine the customer life cycle and an expanded view of collaboration; collaborating with prospects, customers, staff and businesses within your network. The next few chapters look at building a referral system that is right for you. Jantsch covers just about every aspect of referrals and sprinkles in plenty of real life business examples of these systems being successfully used. Once you reach Chapter 10, your mind will be swimming with new ideas you want to implement right away, but Janstch leaves no stone unturned as here we look at what to do when referrals start coming in to do business with you. We look at what can be learned from these referrals and what to do at this point in the process. There are also some valuable resource links for online tools that will be essential for small businesses to build a successful referral network. Chapter 11 looks at developing "Referral -specific Campaigns" such as landing pages, community events and exchanging services for advertising. Chapters 12 & 13 wrap things up with Snack-sized suggestions that looks at successful referral systems for specific types of businesses, with plenty of real-life examples, and a workshop for putting it all to work for you. This book has been a pleasure to read and I've learned a lot from it. I have only one knock on the book. Mr. Jantsch desperately needs an editor. The work is riddled with spelling and grammatical errors and typos. If you can overlook that, this gook is a gem.
...
show more
Reviewed in the United States on April 25, 2011 by Monty Rainey
Format: Paperback
So many business books out there are chock full of ideas but the framework to turn those ideas into actions are completely missing. The result is a "smarter" entrepreneur, a "more self-aware" manager or an "increasingly insightful" CEO. With zero behavior change. This is NOT the case with "The Referral Engine." John Jantsch gives you concrete actions that you can take to market your business RIGHT NOW. - I am currently using this book with a Mastermind Group I facilitate. We are reading the book backwards. And having great results! We started with Chapter 13 and I challenged the members of the Mastermind Group to decided and begin to work on one of the 6 action plans re-summarized in Chapter 13. Each person skimmed the appropriate chapter (5-10) for the action plan they thought was most critical to work on and began to write out their plan. Next we read Chapter 12 and each person was challenged to identify their favorite snack-sized suggestion and what they might to market their business better based on that suggestion. This resulted in a significant discussion, brainstorming and inspired ideas (one of which I am now using in my business!). Now we are reading the book, enhanced by the free discussion guide available on Jantsch's website. The result: people are reading with the end-in-mind. That end goal being a specific action plan to market their business more effectively. The only thing that would make this book better (and why I gave it 4 stars instead of 5) would be downloadable action plan worksheets. Maybe for your next book, John?
...
show more
Reviewed in the United States on November 4, 2012 by Scott
Format: Hardcover
Like Jantsch's previous book Duct Tape Marketing, this one is filled with practical insights and actionable advice that any entrepreneur or small business owner can quickly put to work in their business. The insights and resources shared for building your own referral engine by leveraging content and the world of social media are as powerful as they are useful. From the starting point of encouraging you to view referrals as a strategy for your business and not just a tactic, through the action-focused advice on how to actually garner and use referrals, Jantsch shows you how to stop wasting money on things that don't work to attract new business and how to engage your customers in helping you to bring in a steady flow of those your business was meant to serve. It's worth noting that the reason I am writing this review is because the process Jantsch used for marketing the book led me to experience the power of his core ideas firsthand. He suggests developing content with value, disseminating it to others, then asking them to share their insights after they have consumed it. I found out the book was coming out from Drew McClelland's blog, clicked a link that allowed me to get a copy before it was released to the public, read it, then was gently reminded by Jantsch (via e-mail) that I could post my review here, complete with a link to make it easy. The point? He walked his talk and proved to me that it worked...and now I am endorsing the book with no reservations (and with no money coming my way) because he did what he said he would do, and because this book will help you build your business...he proved that with the way he used his techniques to turn me into a raving fan, or perhaps a piston in his referral engine!
...
show more
Reviewed in the United States on May 13, 2010 by Dr. Michael Hudson
Format: Hardcover
That's right, after buying many, many book via Amazon, it's this book that compelled me to register for a username and write my first review. The Referral Engine is certainly not your average book about referrals and marketing, this is a small business how-to guide on creating content that makes a difference. I consider myself to be very well versed in the ways of new media and social engagement for my business and my personal brand, but I could not stop writing notes and tweaking existing ideas. I'm trying not to go overboard in my enthusiasm, but I'm very pleased with this purchase. As a matter of fact, I buy all my books via Amazon at [...] and this was my first time in over 30 books that I felt I NEEDED the print version as a reference guide. As you dig in you'll find pretty immediately that the book is well written and in my case, also very well read. The chapters and ideas move along quite rapidly. Just wait until you get into the middle, say chapters 6 through 9, some real meat in there for idea generation. Since this is my first review, I'd like to offer a link to my linked in page here, so that you can see that I am not a shill for Mr. Jantsch, but simply a satisfied customer. [...]
...
show more
Reviewed in the United States on August 17, 2010 by JoeSorge
Format: Paperback
The actual book sent was great quality and in perfect condition. Not a very engaging book though.
Reviewed in the United States on December 10, 2015 by Ashley L.
Format: Hardcover
For most businesses the best source of new customers is word-of-mouth referrals from existing satisfied customers, but few business managers take active steps to build on those referrals. John Jantsch sets out to provide a remedy in this book. He outlines a range of steps which almost any business can take to obtain a significantly increased number of referrals. A referral system needs to start with a core talkable difference and a narrowly defined ideal customer. The business needs to have something about it which makes people stop and notice, and want to talk about it. The business also needs to have an ideal referral customer, the type of customer who will have a great experience in dealing with the business and want to refer more ideal customers. The author goes on to describe in detail how to create an authentic strategy, how to create content to use as a marketing driver, how to use both technology and personal interactions to maximise referrals, how to work with customer and strategic partner networks, and much more. The book is interesting to read and filled with ideas and information which will be highly useful to almost any business or non-profit organisation. I highly recommend it.
...
show more
Reviewed in the United States on July 1, 2010 by John Gibbs
Format: Hardcover
Like a lot of business people I thought I knew about getting referrals. I have been a member of several referral/networking groups and thought I knew the art of getting and giving referrals but after reading The Referral Engine ,Teaching Your Business to Market Itself by John Jantsch I realized I didn't know as much as I thought I did. In this book Mr. Jantsch showed me that there was a science in getting referrals and once understood can become your whole marketing strategy. The book goes into great detail in helping you understand what exactly a quality referral is and how to get them. One takeaway form this book for me was what he calls the Ideal Customer Lifecycle which is the key to customer referrals. There are seven steps in this lifecycle, Know, Like, Trust, Try, Buy, Repeat, Refer. Once you and your employees understand this you should generate referrals like clockwork. This is the main idea but he also discusses how to use social media and how to train your salespeople and employees so they understand your referral strategy. There are many more concepts and ideas discussed in this book all geared around getting people to talk about you. I would recommend this book to anyone that wants to learn how to generate a steady stream of qualified referrals.
...
show more
Reviewed in the United States on August 16, 2010 by Gary Salter