Title - Welcome to the family wow box Tags - referrals newclientorientation wowbox
A “welcome to the family” WOW box is a great way to orient new clients and lay the foundation for referrals.
It’s called a WOW box because their response to receiving it is “WOW”. They are surprised because they’ve never received anything like this from anyone else. The result is that they’ll want to tell other people about it and you.
It also invokes the principle of reciprocity. In other words, they’ll want to return the favour somehow, and you’ll give them the opportunity to do that by making referrals.
It is sometimes opportune to request referrals at the same time as giving new clients the WOW box, but only if it’s also the time that they are naturally most excited 202111020836.
For example, a new dental patient is definitely more positive after making the decision to buy than they are immediately before, during and after the treatment, because of the fear and emotional nature of dental care. Therefore, it makes sense to send a welcome box immediately after the transaction and ask for the referral then (as opposed to just after their treatment).
At Sneak-A-Peek Ultrasoud, on the other hand, clients are most anxious leading up to their scan, then reach peak enthusiasm at and immediately after their scan (assuming all is well). Therefore, you could give them a a welcome box, reassure them, and lay the foundation for referrals, but it’s better to ask for referrals at/after their appointment. Alternatively, you could give them a welcome box AT the appointment to demonstrate that (1) this is just the beginning of the relationship, and (2) we expect referrals around here.
[#kennedy2021referralmachine]: Dan S. Kennedy: The Ultimate No B.S. Referral Machine.