When you're referral prospecting, you're asking people for a favor, so you want to do it in a way that tickles them and makes it feel like a win-win. Some people love being flattered. Other people love the rush they get when someone owes them (Godfather, much?). Other people like a straight-up approach, or need something in return to feel excited about moving forward.
Below, find 4 different ways to go about referral prospecting, and remember that following up, and repeating the offer stands makes all the difference in the end:
P.S. Detach from the outcome. If they say no, ask someone else.
REFERRAL PROSPECTING: THE CHEEKY ASK
WHO: People who love doing favors, and that you have a good relationship with already.
“Can I ask you something really cheeky?” [affirmative] “I know you have a network of __________ and I'd love those people to be my clients because I know many of them need ________. Would you be willing to do me a huge favor and throw some intros?” [affirmative] “Brilliant! So here's how you recognize if they're a good fit:____________ and to make it really easy to put them in touch with me, [proceed to explain simple logistics of how to make the intro].”
How can you make this person feel that they're doing you a solid and you owe them?
REFERRAL PROSPECTING: THE SOMETHING IN RETURN
WHO: People who look for the “what's in it for me?”
“I think I have a beautiful way that we can mutually benefit, can I tell you more?” [affirmative] “You know I work with _________ and they're consistently getting beautiful results like _________, and __________. I know you serve a similar audience, but with a different offer. How about I come in to teach a class in your program, and for anyone who signs up to work with me as well, we'll give you the _______ referral fee? It could be an easy $_______ without you needing to do a lot of additional work. What do you think?” [affirmative] Proceed to flesh out the details and come up with a structure and agreement.
How can you promise them a tangible way they're going to benefit?
REFERRAL PROSPECTING: THE SOCIAL CURRENCY PROMISE
WHO: People who care about how they look/come across to others.
“I have this cool idea that could make your ______ really happy, want to know more?” [affirmative] “You know I work with _________ and they get results like/experience things like _______ and _________. Would it be fun to invite some of your __________ and throw a special get-together where we dive into [topic], maybe we can co-host it together, and it would be free of charge of course. I think they'd love it.” [affirmative] “Would you be OK if some of those people decide to work with me afterwards? The experience itself would not be salesy whatsoever, just so you know. How do you feel about that?” [affirmative] Proceed to plan a beautiful get-together and get in front of a new audience.
CORE QUESTION: How can you frame the referral so they know it'll make them look good?
REFERRAL PROSPECTING: THE COMPLIMENT
WHO: People who love to be flattered.
“Honestly [FNAME], I wish I could clone you as my clients. I just love _________ and _______ and _________. Do you know any people in your network who are a bit like you?” [affirmative] “Can you introduce them to me? Because if they, like you, [describe what you're looking for], I'd be so happy in my business, and I'd have you to thank.” [affirmative] “Can I share with you how to make the intro so that it doesn't get lost?” Proceed to explain the simple logistics of how to make the introduction.
CORE QUESTION: How can you make them feel special while making your request? That's it! Identify who you have in front of you, and craft a customized, personalized message that'll rub them just right – and see the referrals flow into your DM's and email inbox.
NOTE: Want to crank up the amount of high-quality referrals without even needing to ask for them? (if you're anything like me, you love the lazy approach). CLICK BELOW to sign up for my ultimate guide on mastering referrals – whether you're a coach, service provider, creative or consultant, and I'll show you my approach (that helped me get to multiple 7-figures, before using any ads).
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