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Before Jonathan Kranz's wonderful post, "WOM Is Not SOB" goes cold here at Marketing Profs Daily Fix, I want to tag along on its shirttails....
As Jonathan says: Word of Mouth (WOM) doesn't just happen. It is a marketing tool that needs to be launched, executed upon and managed. Furthermore, it is a tool that every member of your business should be trained to use, especially those employees who touch customers in any way.
Because so many of you provide B2B products and services, you may struggle employing WOM effectively. One of the best ways, I believe, for you to invest in WOM is through Networking. If you currently do not network at least once a week, I am confident declaring that you are not maximizing your business growth opportunities.
Networking is a marketing tool, and like all marketing tools it requires careful planning. Unfortunately, too many networkers do not get it. Networking is not about selling something; it is about building relationships based on respect, trust and credibility. When such a relationship occurs, a referral or a sale is more likely to occur
Here are some recommendations for including Networking in your marketing mix.
To increase your chances of networking success, here are a few tips:
1. Check out a variety of networking groups and associations before joining any.
2. Join those that best fit your personality and your relationship-building style.
3. Get involved in some official capacity to increase your visibility.
4. Attend every meeting that you can. Be present to the opportunity
5. Be open to helping others in whatever ways you can. When we give, we also get.
6. Listen much more than you speak.
7. Be prepared with a concise and clear unique selling position that you can share in a sentence or two.
8. Don't sell, don't sell, and don’t sell.
And here are reasons why you should (must) invest in Networking:
People like to do business with people they know and like.
People like to do business with people they get along with.
And people like to do business with people they know can and will do the job right.
Networking results in leads, referrals and sales. Why? Because Networking produces:
Increased visibility
Increased familiarity
Increased credibility
Increased trust
Finally, here are a few places I encourage you and your employees to network:
1. Chambers of Commerce
2. Professional Groups in your field
3. Professional Groups outside your field – Choose only groups containing your target market.
4. Leads or Networking Groups
The key point to remember: Networking is about building relationships based on trust and credibility.
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Comments
Lewis, I agree with everything you and Jonathan are saying, except one: you're talking about Word of Mouth MARKETING - not Word of Mouth. WOM is the part that does just happen. WOMM is the part that's crafted.
Posted by: Spike Jones | 09.19.06
Thank you, Spike. Your acronym is more specific; however, all the marketers I know personally and whose work I read use WOM to describe the tool, not WOMM. Of course, there is the Word of Mouth Marketing Association, WOMMA, but even they use WOM to describe the strategies and applicable tactics.
Posted by: Lewis Green | 09.19.06
Thanks for the reply, Lewis. A member of our team actually sits on the board of directors of WOMMA (of which we are also a member). And from their terminology framework:
WOM (Word of Mouth) - The act of a consumer creating and/or distributing marketing-relevant information to another consumer.
WOMM (Word of Mouth Marketing) - An effort by an organization to affect how consumers create and/or distribute marketing-relevant information to other consumers.
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You can find the full document at www.womma.org/terminology.htm
Sorry to split hairs. I think that this WOMM world is still so new that the sooner we all agree on the specifics, the better.
Great post.
Posted by: Spike Jones | 09.19.06
The WOM/WOMM thing is clear enough, but I'm still not 100% on certain scenarios. Here's an example:
Company X is planning a promotion. Their marketing department plans to rely heavily on WOMM to spread the word. An employee of company X tells all of her friends about the promotion WITHOUT being prompted to do so by her bosses or colleagues. It is NOT part of her company's WOMM campaign, which she knows nothing about... but word of the promotion spreads through her network and results in thousands of dollars in sales.
Remember that prompted or not, as an employee, she is by definition an agent of her company.
To add another layer of complexity, let's say that a third of the company's workforce does the same thing, again without being asked to do so.
Is this an example of WOM or WOMM?
Posted by: olivier blanchard | 09.21.06