'Passionate People' is a monthly newsletter
from the desk of Paula Smith, Speaker, Author, Trainer and
Coach.
 I
was having a conversation with a business colleague the
other day about loyalty programmes, referral programmes
and their real effectiveness. I realised that most of my
business comes to me from referrals as did his. Which of
course is exactly how we wanted new business to find us.
I always send a thank you email to the client or person
who has recommended my services and sometimes I even phone
them but is that really enough? We started to talk about
what is the best way to say thank you. We appreciate that
it may be different for each individual. A polite thank
you is the least we should be doing and I know my clients
that do recommend me do not expect anything in return but
what else could I do to let them know I really appreciate
their referrals?
Research has shown that word of mouth marketing has been
successful for hundreds of years. It is definitely nothing
new. However with the rise of social media, it seems that
social proof amplified through this medium to
entice
a customer to try out a new product or service is more evident
than ever.
Although interestingly enough one study by the Keller
Fay Group suggested that 93% of WOM advertisement occurs
offline.
We also know that it costs so much more to find a
new client than it does to maintain a happy client relationship.
So what that does mean for us. Well first of all we need
to recognise that we do need to value our current clients
and build and maintain long-term business relationships.
Secondly if we know our clients are referring new
business
to us why don’t we reward them for doing so?
Of course every client who speaks favourably about the
experience they have with us is not doing so because of
an expected reward. People see through that. However do
reward your clients for introducing new business to you
or remaining a loyal customer.
You may decide to write a personalised card (so much
nicer than an email), send flowers, some movie tickets,
send business back their way (this is extremely important
for business to business networks, don’t let it become one
way. The business will soon stop referring business to you
if you are not doing the same).
Read on in the next section to find out what I have decided
to do for my clients.
What can you do for yours? Please let me know if you
decide to start a referral or loyalty programme? We can
print some of your great ideas in following newsletters.
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Thank you very much to my clients and colleagues who
go out of their way to refer business my way.
It is appreciated.
For the next 12 months if you refer any client to one
of my accredited programmes and they enrol or your referral
leads to a new in-house programme or a conference.
I would like to send you a $100 Myer Voucher
so you can spoil yourself. The person must let us know at
the time of the enquiry that you have referred them. So
we know whom to reward.
Our loyalty programme
 If
you have attended a qualification course with Studio West
you may receive 20% off any other Studio
West open programme for any individual enrolment.
For example: If you have attended the TAA/TAE programme
you can receive a $500 voucher towards the Diploma qualification.
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 Presentation skills are a must have skill in today’s
competitive business world.
Tip Number 15.
You must connect:
A
great speaker connects with their audience.
Great speaker’s do not just deliver a perfectly rehearsed
speech and leave. A great speaker really connects with the audience. There are a few ways you can connect with
your audience:
- Eye contact – you must try and make eye contact
with as many audience members you can.
- I know this one may sound a bit too simple but –
SMILE. Smiling is a universal language to let people
know you are pleased to be there and you are in fact
friendly and approachable.
- Know your audience before you even start planning
your talk. You must understand their needs and then
ensure you have expertise and experiences that can make
a difference to this target group.
- Know when you will not be able to connect with the
group and pass the business on to someone who will.
- Be prepared to show your emotions too; do not just
expect the audience to.
- Make time after the presentation, if possible, to
chat face to face and meet the audience members. Some
speakers try and do this before the presentation.
- Share your stories and experiences with the audience
not just the data.
Connecting with an audience is one of the most essential
ingredients to a powerful presentation. Find ways you can
do this or you may just be labelled as another one of those
boring speakers.
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 I
am so excited to be able to present this innovative qualification.
The very first and only qualification in presenting.
View flyer
The programme is being delivered over 5 days from 12th
–16th September at the Burswood State Tennis Centre.
10 places only – Don’t miss out.
Need convincing?
- You will be able take your presentation skills to
the next level
- You will be spending a whole week with other likeminded
people
- You will be one of the first in Australia to achieve
this qualification
- You can embrace the opportunity to step out of your
comfort zone in a really safe and friendly environment
- You will realise through this course that Presentation
Skills are one of the most valuable business skills
you can learn to progress in your career
- You will learn how speaking can build relationships
and build business
- You will have an opportunity to brainstorm, creatively
think and participate in thought provoking conversations
- You can achieve a high level Nationally recognised
qualification
- and you will have lots and lots of fun
Complete the
enrolment form now and return to hold your place. If
you or your company needs invoicing place the information
on your enrolment form.
Email
me for the full information pack.
Or
You can be a qualified trainer and Assessor,
view flyer. Next training and assessment course commences
on 29th August in Midland.
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Shoes for Sherpa
An inspiring client of mine Alison Spencer had just returned
from climbing Mount Everest. Instead of just returning with
tales of personal adventure Alison returned with a deep
concern for the Sherpa people in Nepal.
The Sherpa people live in conditions of extreme poverty
unable to buy simple necessities such as decent shoes.
Shoes for Sherpa has now been launched in conjunction
with Eagle Treks Pty Ltd in Nepal. If you have a pair of
shoes (e.g. runners, boots in good order but you do not
need any more PLEASE donate them. The Sherpa shoe bank will
be established in Kathmandu.
You may have no idea how much you can change a person’s
life by giving them your old shoes.
See attached flyer about how you can help.
Congratulations
Alison for not just being a tourist.
Sorry guys, I just couldn’t decide this month so
you get two.
The next is Peter Tutt from A Plus Training Solutions.
Peter started his training business 18 months ago and
has over 25 years of experience in the Outdoor Power and
Timber Equipment industry.
If there were no other description for Peter, it would
have to be he IS the CHAINSAW GUY. The guru on chainsaws.
His courses are second to none and as he will say “Has chainsaw
will travel” so he can come to you or he runs open courses
every other Friday.
If you are wondering about my connection to Peter, he
is also an exceptional Assessor and helps me with all my
assignment marking for TAE. Not only does he provide fantastic
customer service, displays exceptional attention to detail,
he is one of those really nice guys too.
Call Peter at
www.aplustraining.com.au
if you would like to organise him to run an in-house
or personal course on chainsaws for you.
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I would love to come and speak or train at your
organisation.
I deliver workshops on:
- Exceptional Presentation Skills
- Stand Out Training
- Positive communication
- Personal Branding for Business Success
- Training and Assessment
- Enterprise Trainer
- Workplace Dynamics
- Speak and Profit
- Leadership
A range of keynotes for your next conference.
Guest speaker at your community organisation.
Or I personally coach a small number of clients wishing
to reach for the next level in their business or career.
Visit the website for more information:
www.paulasmith.com.au
or accredited training
www.studiowesttraining.com.au
Or call me to discuss your needs personally 1300
852 859
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