Word-of-mouth marketing is just about the cheapest thing you can do to boost your business. Word of mouth referrals are one of the most powerful ways to build credibility.
The main way to attract referrals is to just do a great job: Impress your clients, and they’ll tell everyone they know. But why would you wait for a client to happily announce about your good service or product?
Ask everyone you know to recommend your business. Start with your immediate and most recent clients. Talk to them about what they’re getting out of your work and how you can celebrate their success by sharing it with their peers.
Hand out several business cards to happy clients, so they’re more likely to pass them on. Ask if they want to go through their Rolodex, address book or CRM system to find potential leads for you.
There are more advanced tactics you can use as well.
In this resource you’ll learn 10 ways to ask for referrals
1. Use the “Who do you know who…?” format
“Who do you know who isn’t getting (___the benefit of your service___) they’re looking for from their (___your service___)? Would you mind giving them (___your prefered Call To Action___)?”
To be sure they think of the right person, provide them with specific indicators, for example:
“Who do you know who isn’t getting the level of attention they’re looking for from their marketing agency? Would you mind giving them a call right now to introduce me / my card the next time you see them / invitation to my upcoming workshop?”
2. Mention referrals in your printed materials
Think of books, brochures, entrance tickets. You could simply add:
“Your referrals will get priority scheduling”
“If this was helpful to you, please share it with a friend who might benefit from it as well.”
3. Help perfect clients clone themselves
To be sure they think of the right person by articulating exactly what makes them a perfect client, for example:
“Shana, you are a perfect client. What I appreciate most about you is that you are action-oriented and implement my suggestions, so I feel my contribution to your results. Can you think of other entrepreneurs like you who are motivated to make some positive changes in their business?”
4. Tell people exactly how to have their referrals contact you
“I help burn-out men and women to transition into fulfilling careers. If you know someone who is about to leave his job, please recommend they get the free report from my website, “5 Things to Know Before You Stay Home Sick.”
5. Agree in advance that you’ll be asking for referrals
You could use this as well when the client is negociating your price and asking for a discount.
“I’m very happy to make a difference in your business. Thank you for bringing me in to work with your company on this project. My business grows by referral and word-of-mouth. When this project is complete, can I count on you to refer me to three other entrepreneurs / decision makers?”
…. and follow up once you’ve achieved the objectives
“Mr. and Mrs. Stark, when we started working together on your lead generation, you’ve said that you’d be willing to refer me to others if I was able to deliver. Since we’ve achieved the objectives, I’d like to ask you to introduce me to some of your friends whom you think would benefit from what I can do for them.”
6. Help people remind of people
Help the people you meet screen their memory with specific suggestions.
“Do you get together with colleagues for golf, network meetings or volunteering projects? Know any business owner who might benefit from the services that I’ve provided to you? I’d appreciate it if you could introduce me to them.”
7. Remind them why they bought
Remind them why they bought and what they’re getting. Then help them remind of someone else who needs that.
“Congratulations on your decision to purchase. You seem very happy with the value you’re getting. I would love to help someone else who needs (___your service___) and would like to get (___the benefit of your service___).”
For example, a productivity coach signs up a client for a three-month package of coaching sessions. She could say “… I would love to help another busy entrepreneur who’s looking to streamline her life and her business activities with her revenue goals. Do you have friends or acquaintances that you could invite to my Clarity Session?”
8. Give coupons
Why wouldn’t you give a happy client gift vouchers to spread the happiness your service brings? Or a coupon code to give to 3 friends, so they could access the same course / workshop / product, while having the benefit of enjoying a like-minded, same oriented support group.
9. Use the Internet
You see it mostly on a thank you page after you’ve signed up for a webinar or a freebie. Add a phrase on your newsletters, blogs, meme’s and other shareables.
“Please forward this to another business owner who really wants to grow her business.”
10. Turn competition into coopetition.
“John, because I’m in the marketing business like you, some people think that I also do Facebook ads, which is really your expertise. I’d love to refer my clients who need Facebook ads to you. If you have clients who need help with their marketing strategy, I’d love it if you would recommend my service.”
Turbo Charge your Business
When systemized and all in place, your marketing funnel will give you on a consistent basis the clients you need.
Once you’ve done the marketing and have it all in system and in place, you can automate all of your marketing campaigns.
— Do you need help and personalized guidance, while you can pick my brain? Then book your Marketing VIP day in which you’ll work on “How to have a consistent flow of leads, prospects and income coming into your business.”
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Till next time, keep your dreams high and keep moving forward in little steps. Remember: it’s always your best next step to focus on.
Thank you for being a valued visitor!
Cheers to your success!