How to Get More Referrals on Demand Like a BOSS

Presentation by: Hung Le

What YOU Will Learn● How to STOP making your current clientele feel uncomfortable.

● How to strategically ask for referrals.

● How to come from a place of service to your clients.

● How to build strategic alliances.

● How to exponentially acquire referrals on demand.

Why Referrals Anyway?● It costs up to 7x more to acquire a new client or customer.

● Leveraging trust and breaking through traditional objections.

● Move more towards becoming a resourceful entrepreneur.

● Price is generally less of an issue.

● More likely to have a sales conversation (engagement) as oppose to a sales presentation (monologue).

Traditional/Boring Way of Asking for Referrals..

Using a consultant as an expert:

Consultant: “Mr. Client, are you currently happy with our service?”

Client: “Yes. Of course”.

Consultant: “Great! Have you got any friends or family who you could refer me to?”

Client: “Ah.. yes..” [insert awkward and uncomfortable silence here]

So… what’s wrong with this?● This screams one word… GREED!

● Like saying: “Mr. client, your money is not enough so give me some more!”.

● This entitlement attitude needs to go.. just because you have a client they are not entitled to send you referrals. You need to EARN the right to acquire referrals.

● What if I told you there was a much more strategic approach?

The NEW ApproachConsultant: “Mr. Client, are you currently happy with our service?”

Client: “Yes. Of course”.

Consultant: “Great! Just out of curiosity, out of ALL your strategic alliances and business associates.. who has helped you the most in propelling your business forward?”

Client: “Hmm.. good question. John Doe helped me in sending a surge of clients my way even when I thought my pipeline was running dry.. he pretty much saved my business in the beginning to be honest. Why do you ask?”

The NEW Approach - cont.Consultant: “Because I want to know the best possible way I can be of service to you as a client. Is there any possibility in having you perform a cc email introduction? I’d love to meet with him to discuss how we can further partner up to discuss how we can both be of greater service to you and your business. What are your thoughts?”

Client: “Sure thing. I’ll get that done today”.

Consultant: “Fantastic! Looking forward to meeting John Doe”.

The NEW Approach - cont.Once email introduction is performed..

Consultant: Hi Strategic Alliance. We have client, “x” in common so let’s arrange a time to meet to see how we can add more value to “x” client.

Strategic Alliance: “Sure. Why not!”

Attend the meeting and begin by thanking the “strategic alliance” for taking time out of their busy schedule to connect in person. THEN continue to brainstorm as many ways as possible to add value to your client “x” in common.

The NEW Approach - cont.Once the meeting is done, say:

“I had a great deal of fun in strategizing how we can move forward in helping client “X” as well as making this a long term relationship. Have you got other clients just like client, “X” we can partner up on?

Do this for each and every one of your clients (who you’ve had for over a month/has experienced the phenomenal results of your service) and your clientele will explode in 90 days or less.