1. The Referral EngineTeaching Your Business To Market Itself John Jantsch Duct Tape Marketing Twitter: @ducttape

2. The realities of referral

3. #1 People make referrals because they need to

4. #2 All business involves risk

5. #3 Nobody talks about boring businesses

6. #4 Consistency builds trust

7. #5 Marketing is a system

8. Definition of Marketing

9. Digital interactivity is now at the center of marketing

10. The funnel is broken “When it comes to lead and referral generation, customer experience is the new black.”

11. The Marketing Hourglasssm © Duct Tape Marketing – all rights reserved

12. Filling the gaps – product and process questions © Duct Tape Marketing – all rights reserved

14. Content that builds trust

15. Content that educates

16. Customer community

17. Partner community

18. Execution

20. Core talkable difference

21. Supporting elements

22. Culture to match

24. Why do you stay with us?

25. Why do you refer us?

26. What do we do that’s unique?

28. Social media

29. SEO

30. Reviews

32. Webinars

33. FAQs

34. Success stories

36. Education

37. Offers

38. Tools

40. Identify

41. Recruit

42. Activate

44. How to present our core message

45. List of trigger statements

46. Our referral offer

49. Perfect introduction

52. Results review

54. Customers

55. Partners

57. Forbes favorite for marketing