Could you share an example of something you might share to spark referrals?

Share a successful referral story. For example...

Thank you, @Roy Balfour for introducing me to your Rotary Club. 

They're a great example of a locally-focussed non-profit that could do a lot more good in their community with $10,000-$20,000 of additional charitable revenue to invest (donate!) around the community. 

I've had great conversations with them about doing a "Dinner On Us" restaurant fundraiser that will

• support 25 local restaurants, 

• raise funds for the Rotary Club, 

• give people in the community a way to donate a bit AND 

• give donors a chance to win the RIDICULOUS grand prize of 25-$100 gift cards to hand-picked local restaurants. 

I'll report back to you as we reach milestones.

Are these referrals from your network or your past customers/clients?

From your network, you need to be very clear about the problem you solve, how you solve it, and the outcomes (results) you produce.  Then you need to get very clear about them (same info), so you can refer them.  

If you want customers/clients to refer you. That's a system you need to create to make it drop dead easy for them to do so.   You need to make sure you always talk about the problem you are solving for them, checking in to see if they feel you are solving it and reminding them that it's important because you always want to be doing work that would make people want to tell all their friends how smart they are for hiring you.  

As to what you can share.  A survey to collect this info ( by the way, I'm holding an event you might want to check out that talks about this part https://www.alignable.com/grou...

And use the information for a testimonial and an opportunity to send them some cut and paste copy they can use to share with people they would like to refer you to. ( don't leave it up to them to describe what you do) 

Be authentic, kind, knowledgeable about what it is that you do, provide good customers service and then ASK for referrals.  People buy from those they know like and trust! 

I have produced short (12-17 minute) holistic health webinars on popular pain points like lack of sleep, women's topics and green cleaning... I then send them to clients (current and former) and ask them to share if they feel inspired to do so. Most people know someone complaining about those topics so it works! I just got a new client today that was having hot flashes in her mid-50's because a friend of hers passed along my webinar.

I believe in giving first... find ways to refer your clients to each other. Help them make connections that will build their business. Don't worry so much about receiving your own referrals. If you put others before your own interest, the referrals will come.

One of my favorite examples for "sparking referrals" is via a brag video on youtube. Which in my mind, has an added element that's even more rewarding than the initial referrals that follow. I'll do my best to explain what a brag video is and the strategy to use in a few short points. 

Here's the concept that makes it work: Referrals are really an act of reciprocity right! 

Meaning, that somebody with influence and persuasion that has an abundance of prospects that they feel like introducing another business owner to because they feel a strong enough reason to do it. Typically a strong enough reason is sparked from a reciprocal act~ or in short from an actual admiration of the business, the person, or the product in question.

So here’s the basic vibe. Imagine a realtor/lawyer/doctor/finance pro wishes for new leads and prospects in a particular city, county, state etc.  Because this pro is in a particular local it’s safe to say that they have the culture and great spots dialed in. They should also be developing a circle of influence~ this is a bigger topic for another day. 

That realtor (or other pro) then uses my brag video method as such. This btw, can be done fresh with no channel and zero subscribers. Remember this is a strategy. Which means it’s pointing and shooting, not wishing for the algorithm gods to reward you for your virtue. 

He/she thinks of five or so businesses that can be named and bragged about in that location. For example: As a youtube ads pro that lives in Northampton, Ma I simply love to get a slice of pizza down at Joe’s. But did you know that Joe’s pizza is a hidden gem in town where all the business leaders meet up and talk about collabs. 

Check this out. While I was enjoying a slice with tomato, basil, and sausage I overheard Attorney Smith talking about protecting your family property from probate later in life. Something I wasn’t really thinking about but now I know when it’s time I’m calling Attorney Smith and btw maybe you should too. In any case this is just one of the places I go here in town and if you’re new here, check it out.

Ok~ that’s the basic concept of the video itself. It has some direct and indirect bragging that’s not obnoxious and has that sticky feel that will resonate with anyone from Northampton. So I could next dial that video up as an advertisement and serve it to a particular profile of people (the direct element) and then toss in just a few dollars a day at it, and SEND IT!

You might be amazed by how many people that matter, see it! Then here’s the indirect magic. When Atty Smith sees it, or hears about it by the next prospect that calls him~ he’s going to pick up the phone and say, dude, what… hey, thanks for that video. Btw, how can I help you… blah blah blah~ reciprocation, blah.

Now the reality is you just paid for an ad for another business owner. But who cares. You are becoming well-known and trusted based on your local knowledge and your personification of it through a simple and super strategic ad strategy that very few understand, do, or will ever try. 

This is not about becoming an influencer or creating daily videos. This is about creating one smart video and sending it as a programmed ad. Imagine what happens when those other businesses you promoted do the same and promote you. I mean, BNI, Rotary club… pfft, they will want you to be a speaker! 

I probably left out a bunch of finer points that are natural to me as I’m the guy that’s figured this out. But hopefully you get the gist and you find this as a valuable exercise to grow your business.

All the best, Joe!

Hi Glen, How is Vista? Used to live in Temecula!

You are going to get a few answers and some might even work.

But nothing works like developing a system. A system that works specifically in your business, with your clients, and your budget.

Referrals can should be a system in a business like yours.

Of course, you can just guess, ask past clients, etc. That may actually have some results. But the best use a simple, well thought out and structured system that repeatedly brings in referrals. If you are not a marketing expert, you would do well to hire one that can help you design a simple system that you can start using now and works for many years.

Each system will be different. If you work with a small office, or by yourself, it would be much different from someone operating a real estate office with 30 agents.

A system that indoctrinates new customers/clients, and constantly waters them in a referral mentality, will happily refer after you have given them excellent service.

So you can guess or use a system. Systems always beat guessing.

Choose wisely.

Mark

I use Yelp, and by experiences that I may have had with the Business.

Ask for one. From your current customer base, from a prospect, from a prospect that you were not a good fit for, from someone you meet at a networking event. I think you get the idea, ask for one.

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