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Referral Marketing is the #1 - Low Cost and High Growth Marketing Strategy for most small businesses!

If you are in business, you are aware of the value of referrals to your business. Of all the ways to receive new business, the referral, for most business owners, is the simplest to convert from Lead to Client.

(My next Seminar, November 6th, 11:30-1:30 – Lunch and Learn - “21 Strategies to Build a Referral Based Business for 2016 – details below)

While I am NOT David Letterman, (we did go to the same school) here is my “Top 10 Ways to Increase Your Referral Business”.

  1. See your clients NOT as just mere 'business', but as a budding friendship.

    Friends help friends. Remember the “Know, Like and Trust” progression in building your business relationships. At some point you may move to “Know, Love and Trust” with your longest and dearest Strategic Partners and Clients.

  2. Tell your clients just how important their referral support is to your success.

    People love to know when they are doing well and when they have been a key player in something“Who do you care enough about in your family or network that you would like them to receive the same benefit to their business as I have provided to you.”

  3. Ask for them!

    I know, obvious, but so many people are afraid to simply ask. Here is some sample dialogue for you to try: Address one of your clients/customers today and simply ask -

    "Of all the people in your office (or of all of your closest friends) which person do you think would be the most interested in the product/service I offer?"

  4. Begin at the beginning.

    Instead of waiting later in a client/customer relationship to ASK for referral support....(which for some can be uncomfortable) begin TELLING your prospects/new clients at the very beginning that receiving referral support from your clients is HOW you do. Make this part of your Sales process. When you follow-up after a sale to verify complete satisfaction with your sale, you will be asking for two referrals. In my practice the first six weeks are 90-minute sessions as we cover six specific topics and have a coaching session each week. Week five is “results” we financially measure the progress in the first five weeks … and week six is referrals. When a new Clients signs up they know that they are to provide two referrals in week six. In week one I provide the form to fill out and I explain what a referral IS and what a referral IS NOT.

  5. Express yourself!

    Let your clients know ALL that you do. Most will think the only thing you do or offer is what they get from you. Explain through stories and examples the FULL RANGE of what you are able to. I have a Client that puts the categories of his service offering across the footer of his letterhead. When we “updated” the list of his services, which he had not done in several years, a long standing Client commented “he had no idea” and immediately referred new business.

  6. Keep improving- go for mastery.

    The better you become at what you do or know, the more confident you naturally come off to others, thereby creating more confidence in THEM to easily refer you to the people in their life as "THE ONE to go to."

  7. Shift the burden.

    Many business owners are afraid that asking for referrals from their customers/clients puts an unwanted burden on them. (They feel embarrassed or ashamed to ask for 'help.') So, shift your belief or understanding. When you ask your clients to refer their friends or colleagues to you, YOU (once again) are HELPING MORE

  8. Create exclusivity!

    Create an experience for your customers/clients that they feel (and is) exclusively just for them. How you do business should definitely stand out (and apart) from your. Keep it simple- yet clearly beneficial to your clients/customers. What is your Unique Selling Proposition. (USP) It is NOT unique unless others cannot copy without being obvious.

  9. Go long (think life-long relationship).

    Let your clients/customers know you are interested in serving them for the long haul. Sometimes it won't occur to a client/customer to return to you for your product or service. Let them know you would like to serve them as long as they need the product or service you are exchanging with. Who are your “A-Clients” and what is the average tenure that you enjoy with this group. Even you may be amazed how long your “A-Clients” have been with you.

  10. Keep it easy - keep it simple.

    People love easy and simple (isn't that why you are reading this top ten?). Whatever your product or service, make the experience of working with you as easy and simple for your customer/client as. What could you do to make your Client Experience “easier” and more enjoyable? When was the last time you asked them? Survey quarterly or at least twice a year.

Is your Referral Marketing Program on target?

Jumpstart your business for 2016 by coming to our next Lunch & Learn seminar on November 6th from 11:30-1:30 – “21-Ways to Build a Referral Based Business for 2016”.   $20 … with all Revenue going to Orange County Charity for Underprivileged Children.  Help local kids have a better Holiday this year!!

For more info and/or to Register:

Now it''s up to you to … Take Action!! 

To learn more about how Coach Jay can assist you in building a high performance Strategic Alliance networking group, contact Coach Jay for a Complimentary Coaching Session today.   A 60-minute session with Coach Jay to begin the process of moving your Dreams to the Results you deserve.   Don’t delay!! 

Remember, my goal is to help you THRIVE not merely SURVIVE!
We “Guarantee” our results!!  Contact Jay for a Complimentary Coaching Session (CCS) to show how Coaching is “self-funding” through bottom-line impact in 17-weeks or less.  Guaranteed!! , or call my cell at (949) 422-1167.  Don’t WASTE any more of your most precious resource, Your Time!!

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