Tim Werner

Member-get-a-member campaigns aren't just a sideshow to your regular prospecting efforts. As Select Comfort has found out, customer referrals can be a significant source of new customers and revenue. Select Comfort, which sells air mattresses direct to consumers and through retail, has moved far past the simple act of providing space on its order forms for customers to write in the names of friends and family who might be interested in a mailing or catalog. Its referral program merits its own mailings, 200,000 to 400,000 pieces per quarter, and has been an integral part of its marketing efforts since early 1998. Tim Werner,

Member-get-a-member campaigns aren't just a sideshow to your regular prospecting efforts. As Select Comfort has found out, customer referrals can be a significant source of new customers and revenue. Select Comfort, which sells air mattresses direct to consumers and through retail, has moved far past the simple act of providing space on its order forms for customers to write in the names of friends and family who might be interested in a mailing or catalog. Its referral program merits its own mailings, 200,000 to 400,000 pieces per quarter, and has been an integral part of its marketing efforts since early 1998.

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