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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
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The Referral Engine summary
Teaching Your Business to Market Itself
22 mins
Brief summary
The Referral Engine by John Jantsch is a practical guide to turning customers into advocates for your business. It offers actionable steps for creating a referral-focused marketing strategy that leads to sustained growth.
Table of Contents
The Referral Engine
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Key idea 1 of 9
Humans are hardwired to share information they trust, an impulse you can use to your business’s advantage.
So, you want people to refer your company to others. Well, you can make that goal a reality by tapping into the psychological impulse that compels humans to make recommendations of any kind.
The social nature of humanity means people want to make referrals as a means of earning recognition. This makes perfect sense when you consider that, within tribal societies, maintaining good social standing was a precondition for survival. After all, failing to make people like and value you could mean rejection from the tribe and near-certain death.
As a result, a deep desire for social validation is hardwired into our brains. In fact, the quest for validation from others is so deep within us that it’s controlled by the same part of the brain that’s responsible for primitive functions like hunger, sleep and sex drive.
To benefit from this impulse to earn social validation, your business should only present relevant and useful information. For instance, telling another tribe member about a good fishing spot during a time of famine would naturally earn the referrer a good deal of respect.
But how do you make your business referral worthy? By showing that it can be trusted to provide a stellar solution or experience.
This is a vital step because making referrals always carries with it the risk of losing credibility if what is being referred fails to deliver. As a result, people rarely refer businesses they don’t trust.
To make matters more complicated, building trust is a long-term game, requiring commitment and consistency. Take Scott Ginsberg, an author and speaker on the art of approachability, for example. He has worn a name tag every single day for over eight years.
Naturally, this grabs the attention of others in public, who often approach him. More importantly, however, this commitment to standing out has earned him the trust of others as a true expert on approachability.
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What is The Referral Engine about?
The Referral Engine (2010) is a practical guide to developing an in-depth referral-based marketing strategy for your business. These blinks explain why referrals are so powerful before taking you through a step-by-step process to build the referral machine that your company wants and needs.
The Referral Engine Review
The Referral Engine by John Jantsch (2010) is a book that explores the power of word-of-mouth marketing and how businesses can generate more referrals. Here's why this book is worth reading:
- With its practical strategies and actionable tips, it provides readers with a roadmap to create a referral-based business and grow their customer base organically.
- By combining insightful case studies and real-world examples, it offers a deep understanding of the referral process and how to leverage it effectively.
- The book's engaging storytelling style keeps readers captivated, making it an enjoyable and enlightening read for anyone looking to boost their business through referrals.
Best quote from The Referral Engine
Your employees probably treat your customers about the same way you treat your employees.
—John Jantsch
Who should read The Referral Engine?
- Entrepreneurs and business owners
- Marketers at all levels of the company hierarchy
- Readers interested in actionable referral marketing strategies
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The Referral Engine FAQs
What is the main message of The Referral Engine?
The main message of The Referral Engine is the power of building a strong word-of-mouth marketing strategy.
How long does it take to read The Referral Engine?
The reading time for The Referral Engine varies depending on the reader's speed. However, the Blinkist summary can be read in just 15 minutes.
Is The Referral Engine a good book? Is it worth reading?
The Referral Engine is worth reading as it provides practical insights into leveraging referrals for business growth.
Who is the author of The Referral Engine?
The author of The Referral Engine is John Jantsch.
What to read after The Referral Engine?
If you're wondering what to read next after The Referral Engine, here are some recommendations we suggest:
- Duct Tape Marketing Revised and Updated by John Jantsch
- The 4-Hour Body by Tim Ferriss
- The 3-Minute Rule by Brant Pinvidic
- High Road Leadership by John C. Maxwell
- Never Split the Difference by Chris Voss and Tahl Raz
- Man’s Search for Meaning by Viktor Frankl
- Zero to One by Peter Thiel with Blake Masters
- The Anxious Generation by Jonathan Haidt
- Marriage Be Hard by Kevin and Melissa Fredericks
- The 5 AM Club by Robin Sharma