{"id":8273,"date":"2021-10-06T19:40:02","date_gmt":"2021-10-06T19:40:02","guid":{"rendered":"http:\/\/blog.growthtools.com\/?p=8273"},"modified":"2021-10-07T22:02:32","modified_gmt":"2021-10-07T22:02:32","slug":"how-to-get-referrals-from-clients","status":"publish","type":"post","link":"https:\/\/blog.growthtools.com\/?p=8273","title":{"rendered":"Our Exact Process to Get More Referrals from Clients (Without Juggling 15 Different Tactics)"},"content":{"rendered":"

Some <\/span>business owners<\/span> think they have to offer affiliate payments, monthly <\/span>gift card<\/span> drawings, discounts, <\/span>loyalty programs<\/span>, and a million other little incentives and tricks to get enough <\/span>referrals<\/span> to support some fraction of their overall business growth.<\/span><\/p>\n

But you <\/span>don\u2019t<\/span><\/i> need 15 different tactics to get <\/span>new clients<\/span> from <\/span>referrals<\/span>. All you need to get more <\/span>referrals<\/span> is to follow the <\/span>one,<\/b> straightforward process <\/b>we\u2019ve used to put referrals on autopilot in our business.<\/span><\/p>\n

It\u2019s <\/span>actionable<\/span> and easily adaptable to any coaching, consulting, or online course business. And it doesn\u2019t take 20 hours a week.<\/span><\/p>\n

\"How

Our <\/span>client referral<\/span> strategy has three parts:<\/span><\/p>\n

    \n
  1. When it makes the most sense to ask clients for <\/span>referrals<\/span>.<\/span><\/a><\/li>\n
  2. How to make it easy for clients to refer you<\/span> (whether it\u2019s to one person or a group of people, like their <\/span>social media<\/span> following).<\/span><\/a><\/li>\n
  3. The secret to getting glowing, unprompted <\/span>referrals<\/span> and more <\/span>new customers<\/span> than you can handle.<\/span><\/a><\/li>\n<\/ol>\n

    This is the same process we\u2019ve used for our <\/span>marketing coaching program<\/span><\/a>, and in this post, we\u2019ll explain it to you in <\/span>great detail<\/span><\/i>, so that you can tweak it for your own business and apply the learnings.<\/span><\/p>\n

    Let\u2019s get to it!\u00a0<\/span><\/p>\n

    Looking for proven, step-by-step methods to grow your course or <\/span><\/i>coaching business<\/span><\/i>? <\/span><\/i>Book a complimentary strategy session<\/span><\/i><\/a> where we\u2019ll audit your business strategy and talk through a 90-day plan to skyrocket revenue and create a predictable lead flow.<\/span><\/i><\/p>\n

    When and How to Ask Your Clients for Referrals<\/h2>\n

    If you offer a phenomenal experience that helps your <\/span>current customers<\/span> achieve the results they want, then you\u2019ll get some <\/span>word-of-mouth<\/span> referrals<\/span> just for being that awesome.\u00a0<\/span><\/p>\n

    But what if you\u2019re still iterating toward the \u201cperfect\u201d product? Or those handful of glowing <\/span>customer referrals<\/span> aren\u2019t growing your business fast enough?<\/span><\/p>\n

    That\u2019s when you build in a standard process to prompt <\/span>client referrals<\/span>. You make a plan to ask them in the right way at the times they\u2019re most likely to say yes.<\/span><\/p>\n

    The two questions that you need to get right are:<\/span><\/p>\n

      \n
    1. When<\/i><\/b> does it make the most sense to ask clients for a <\/b>referral<\/b>?<\/b>\u00a0<\/span><\/li>\n
    2. How<\/i><\/b> are you going to ask clients for a <\/b>referral<\/b>?<\/b>\u00a0<\/span><\/li>\n<\/ol>\n

      Here\u2019s how to answer those questions.<\/p>\n

      When Does It Make the Most Sense to Ask Clients for a Referral?<\/strong><\/span><\/h3>\n

      While the answer to this question depends on your specific sales process, here are a few situations that apply to most businesses:\u00a0<\/span><\/p>\n

      1. After They\u2019ve Made a Purchase<\/b><\/span><\/h4>\n

      One of the highest points of excitement for clients is right after they\u2019ve made a purchase. They\u2019re bought in on what you offer, but they haven\u2019t had a chance to lose enthusiasm (whether that\u2019s your fault or theirs).<\/span>
      \nThat makes it a great time to ask for a referral<\/span>, especially if you\u2019re still ironing out problem spots in your product or service.<\/span><\/span><\/p>\n

      If part of your process is to schedule an onboarding call or even send a \u201cThanks for buying, here\u2019s what\u2019s next\u201d type of message via email, then in that same email, you can include a P.S. message along the lines of, \u201cDo you have any friends that you think would be a good fit as well?\u201d<\/span><\/p>\n

      2. After They\u2019ve Experienced a Win\u00a0<\/b><\/span><\/h4>\n

      Another natural point where you could ask <\/span>existing customers<\/span> for <\/span>referrals<\/span> is right after they\u2019ve experienced a win. This is hands-down one of the best times to do it because they have <\/span>proof<\/span><\/i> that what you do works.\u00a0<\/span><\/p>\n

      Say you run an email marketing agency, and you\u2019ve just sent out a campaign that resulted in over 100 conversions when they were only getting 20 a few months prior. They now think your secret sauce works like gangbusters and should have no reservations about recommending you to their network.<\/span><\/p>\n

      But here\u2019s the thing:<\/b> You have to ask! This isn\u2019t the time for false modesty. Just ask them after you report the results, <\/span>\u201cHey, do you know anyone else who would be a good fit for our agency?\u201d<\/span><\/i><\/p>\n

      If they do, they\u2019re much more likely to tell you now that you\u2019ve proven your worth.<\/span><\/p>\n

      3. After They\u2019ve Renewed or Purchased an Additional Product<\/b><\/span><\/h4>\n

      Say you run a three-month coaching program that clients can choose to renew. Build a hook into your process where, if a client has renewed for another three months, an automatic email goes out to them asking them for a <\/span>referral<\/span>.\u00a0<\/span><\/p>\n

      Or, if you run an eCommerce company, and a client has made a purchase on your site for the third time (just as an example), that\u2019s another natural point where you can reach out to them for a <\/span>referral<\/span>. Presumably, repeat customers are <\/span>happy customers<\/span>, so they\u2019re ones you want to send a <\/span>referral request<\/span>.<\/span><\/p>\n

      4. After They\u2019ve Submitted a <\/b>Testimonial<\/b>\u00a0<\/b><\/span><\/h4>\n

      When a client submits a positive <\/span>testimonial<\/span>, you can use that as the stepping stone to ask them for a <\/span>referral<\/span>. They\u2019re more likely to agree because they\u2019ve already spent time writing or shooting a video to describe their experience, making them more excited about your offering.\u00a0<\/span><\/p>\n

      You can also share those <\/span>testimonials<\/span> with your team to increase morale and motivation. People often get too in the weeds and forget why they\u2019re doing something, so it\u2019s great to remind them about the results your customers are getting.\u00a0\u00a0\u00a0<\/span><\/p>\n

      Note<\/b>: At Growth Tools, we\u2019ve systematized the collection of customer success stories, and we get 120 client wins every week, as you can <\/span>read about in this <\/b>case study<\/b><\/a>. If you don\u2019t have a process in place to get more <\/span>testimonials<\/span> for your business, then this is a must-read!\u00a0\u00a0<\/span><\/p>\n

      Here\u2019s an example just from last week:<\/p>\n

      \"Client

      Make It Easy for Your Clients to Refer You<\/strong><\/span><\/h3>\n

      Once you build a process to prompt your <\/span>current clients<\/span> for <\/span>referrals<\/span> at various stages of your business (and they agree), how do you make it painless for them to do the referring?<\/span><\/p>\n

      Give them <\/span>swipe copy with the \u201cbase ingredients,\u201d<\/b> so they have an easy place to start. To give you a better idea of how to do so effectively, we\u2019ll share examples of swipe copy that you can use in two cases:<\/span><\/p>\n

        \n
      1. When someone refers you to a single individual they know <\/b>(i.e., swipe copy that the client could use to send a direct message to their friends and\/or colleagues).<\/span><\/span><\/li>\n
      2. When someone refers you to a group of people<\/b> (i.e., swipe copy that the client could use to share your product with their followers on Twitter or <\/span>LinkedIn<\/span>, their email list, and so on).\u00a0\u00a0\u00a0<\/span><\/li>\n<\/ol>\n

        The swipe copy you\u2019d end up using in both of these scenarios is quite different because an email someone sends to their friend is a lot more informal than a Tweet to a large audience.\u00a0<\/span><\/p>\n

        When Someone Refers You to a Single Individual They Know<\/strong><\/span><\/h4>\n

        Once someone agrees to refer you to someone they know, they\u2019ll most likely use text or email to do so, depending on their relationship with that person.\u00a0<\/span><\/p>\n

        Of course, while you can\u2019t force them to send an email and CC you on it, that\u2019s the ideal approach. If they don\u2019t CC you, they should at least include your <\/span>contact information<\/span>.<\/span><\/p>\n

        So, for example, say you ask your client, \u201cHey, do you know someone?\u201d\u00a0<\/span><\/p>\n

        And they respond with \u201cYeah, I have someone in mind that would be a great fit … \u201d\u00a0\u00a0<\/span><\/p>\n

        Then follow up like this:<\/strong><\/p>\n

          \n
        1. Get that person\u2019s name and email address.\u00a0<\/span><\/li>\n
        2. Give the <\/span>referrer<\/span> swipe copy that they can work off of.\u00a0<\/span><\/li>\n
        3. Suggest they send that person an email with you CC\u2019d on it, using that copy modified for their voice.<\/span><\/span><\/li>\n<\/ol>\n

          Here\u2019s an example swipe copy that you can send them:<\/strong><\/p>\n

          \u201cHey Grant, this is Bryan. You need to talk with Sam*<\/strong>.<\/span><\/i><\/p>\n

          She set up conversion tracking dashboards that show us exactly which channels our leads came through. It\u2019s awesome. Y\u2019all need to hire her.<\/span><\/i><\/p>\n

          Anyway, I\u2019ll leave you to it!\u201d<\/span><\/i><\/p><\/blockquote>\n

          *Note:<\/strong> Have your name hyperlinked to your website so that <\/span>new clients<\/span> can still find you easily even if your <\/span>current client<\/span> doesn\u2019t CC you on the email.<\/span><\/em><\/p>\n

          Many times, they will tailor (or completely rewrite) the copy you provide so that the message is in their own voice. And that\u2019s totally fine. But the swipe copy gives them a place to start and helps them know what they need to include in the message.<\/span><\/p>\n

          If you can\u2019t get them to connect you directly, you could still reach out to the person your client thought of and mention the referral like Brent High did in this email to me:<\/span><\/p>\n

          \""Hey

          It is less effective than a direct introduction, but still better than firing off cold emails all day.<\/span><\/p>\n

          When Someone Refers You to a Group of People\u00a0<\/strong><\/span><\/h4>\n

          Two years ago, I emailed all of our customers to let them know about the <\/span>new referral program<\/span> we launched.\u00a0<\/span><\/p>\n

          Immediately, my inbox was flooded with requests for swipe copy that people could Tweet or email to their lists. Many of your clients will be happy to refer you to their network … if you make it easy for them.<\/span><\/p>\n

          Here are a few examples of what you can give your clients.<\/span><\/p>\n

          Twitter Template<\/b><\/span><\/p>\n

          @Harris_Bryan<\/span><\/i><\/a>\u2019s coaching program just doubled my coaching revenue in 6 months! Go check him out at <\/span><\/i>https:\/\/blog.growthtools.com\/blog\/<\/span><\/i><\/a>.\u00a0<\/span><\/i><\/p><\/blockquote>\n

          Email Template<\/b> (For a Group)<\/b><\/span><\/p>\n

          Hey [name],<\/span><\/i><\/p>\n

          The past six months I\u2019ve doubled revenue from my course business by following Growth University\u2019s marketing plan. Their coaches tell me exactly what I need to work on and the results speak for themselves.<\/span><\/i><\/p>\n

          Go check them out here<\/span><\/i><\/a>.<\/span><\/i><\/p>\n

          – Bryan\u00a0<\/span><\/i><\/p><\/blockquote>\n

          Since I knew my clients were going to use this swipe copy to promote the product to a large audience, it was less personal than the previous swipe copy example.<\/span><\/p>\n

          Tweak your swipe copy to make it as attractive as possible for <\/span>new leads<\/span>. Remember to make it as simple as possible for <\/span>successful referrals<\/span> to contact you, whether that\u2019s by emailing you directly or finding the great big \u201cHire Me\u201d button on your website.<\/span><\/p>\n

          Do this right and messages like this will become the norm. \ud83d\ude0e<\/p>\n

          \""Good

          5 Standards of a Great Product Worth Referring Your Friends To<\/span><\/h2>\n

          How do you take all of the strategies we mentioned to the next level?<\/span><\/p>\n

          By building a <\/span>great<\/span><\/i> product that\u2019s actually worth referring to.\u00a0<\/span><\/p>\n

          Not only will it allow you to get more prompted <\/span>referrals<\/span>, but also more unprompted, <\/span>word-of-mouth<\/span> referrals<\/span>. Like these mentions on Twitter:<\/span><\/p>\n

          \"Monique

          \"Jacob

          \"Daren@hey.com

          The question is, how do you know when you\u2019ve built a great product?<\/span><\/p>\n

          There is no hard and fast rule, but when we measure our own success, we use the following <\/span>five product <\/b>metrics<\/b> to determine this:<\/span><\/p>\n

            \n
          1. Does each client see a very specific result in a short time period?<\/span><\/li>\n
          2. Does each client give you a raving fan <\/span>testimonial<\/span> video after receiving the product? (It still counts if you ask for these.)<\/span><\/li>\n
          3. Does each client refer two more best-fit clients to you?<\/span><\/li>\n
          4. Does each client buy at least 3x?<\/span><\/li>\n
          5. Does each client say it was worth 10x what they paid (or they get a refund)?<\/span><\/li>\n<\/ol>\n

            It won\u2019t be easy to meet these standards of a great product. It will probably take two to three years, and you still might have to adjust these questions for the type of product you sell (for example, if it\u2019s a one-time program, repeat purchases don\u2019t make sense.)<\/span><\/p>\n

            But these questions lead you to concrete steps. If you don\u2019t have a specific win you want each client to achieve, then you can go build that into your client journey. If your <\/span>customer base<\/span> rarely tells you that your product or service is worth more than they\u2019re paying, you can start digging and find out <\/span>why<\/span><\/i>.<\/span><\/p>\n

            And when you <\/span>do<\/span><\/i> meet those criteria? You\u2019ll be getting more <\/span>new business<\/span> than you can handle without raising prices or hiring more help.\u00a0<\/span><\/p>\n

            Looking for proven, step-by-step methods to grow your course or <\/span><\/i>coaching business<\/span><\/i>? <\/span><\/i>Book a complimentary strategy session<\/span><\/i><\/a> where we\u2019ll audit your business strategy and talk through a 90-day plan to skyrocket revenue and create a predictable lead flow.<\/span><\/i><\/p>\n","protected":false},"excerpt":{"rendered":"

            Some business owners think they have to offer affiliate payments, monthly gift card drawings, discounts, loyalty programs, and a million…<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[14],"tags":[],"class_list":["post-8273","post","type-post","status-publish","format-standard","hentry","category-marketing-coaching"],"_links":{"self":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/8273","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=8273"}],"version-history":[{"count":0,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=\/wp\/v2\/posts\/8273\/revisions"}],"wp:attachment":[{"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=8273"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=8273"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.growthtools.com\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=8273"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}