How this one simple "hack" creates referrals, without you ever having to ask for them

You've finally found it... If you've ever wondered why, even though you do fantastic work and have happy clients, you aren’t getting more referrals...

Or...

If asking for a referral makes you feel uncomfortable…makes you wonder how you should ask, if you should ask, and when you should ask...

Then your answer is finally here...

But before we get to the answer, let's first look at the "referral problem."

If you've ever had a client "disappear" after asking them for a referral, this is why...

So, you've asked your client for a referral. Maybe they agreed. And then, you hear nothing for a week.

So you follow up.

First by email...no response.

Then by phone...still nothing.

They've gone into the witness protection program and you can't reach them.

Here's why that happens...

The traditional model we’ve all tried to use for getting referrals is fundamentally flawed. It puts your clients and referral partners in a difficult position.

When you ask them for a referral, they've got to be willing to send one of their valuable relationships into...

...a sales meeting with YOU!

And no one wants to go to a sales meeting. Sales meetings are scary and sales people are scary...you might get them to buy something they don’t want to buy.

Now, you and I both know, you're not really scary. And we both know you have the very best intentions for helping every referred prospect, but every time you ask a client for a referral, they see risk.

Risk that you’ll pressure or offend their contact...

Risk that you’ll fail to follow-through...

Risk that you’ll damage their very valuable relationship...

At the same time, your client realizes that, other than some social capital (and maybe a nice gift basket) there is no upside for them if the referral is successful (meaning you make a sale).

And they know there's a truckload of downside. You have the potential to destroy a relationship they value.

The traditional referral model has built-in, unavoidable, yet seldom voiced sales pressure.

Everyone knows it's there, yet no one talks about it. And, the implied sales pressure built into the traditional referral model prevents you from getting referrals.

It's simply too hard to refer you...

It's too hard to overcome that implied sales pressure. In fact, the #1 barrier to getting more referrals, as told to us by over 1000 business owners, is "asking for referrals."

The business owners who told us what was holding them back, were courageous for identifying and admitting the block. They also told us that the reason they don’t like asking for referrals is that it makes them feel "salesy" and they're not comfortable with that feeling...

Maybe you can relate...

The truth is, it's simply too hard to refer you, in the old model.

(By the way...I'm teaching a free 9-part email course on how to get better, more profitable clients, easily, without ever having to hard-sell anyone. If this stuff interests you, join me by clicking here.)

There are referrals laying hidden in your network just waiting for you to unlock them, here's how...

If referring you the "old way" is hard for your prospects (and it is if you're not getting all the referrals you think you should) then the simple solution is to make it easier.

But how?

A few years ago we stumbled across the answer.

Instead of making a sales meeting the first step in the referrals process (which is exactly how your prospects and clients view that first meeting with you), replace it with something less intimidating.

What we've found to work is to use what I call in my book, Unstoppable Referrals: 10x Referrals, Half the Effort, a Referral Kit™.

A Referral Kit is simply packaged up information...

The kind of information you're probably sharing with prospects right now in your sales process.

You might package it up as…

  • A short special report
  • A white paper
  • An audio interview
  • A short book (somtimes really short...like 25–30 pages)
  • A webinar
  • A live seminar
  • And there are even more simple to create formats…

Here’s what happens when you leverage your Referral Kit for easy referrals...

First, it flips the dynamic of the referral process from you taking something from your relationship with your clients to breathing value into the relationship. Here’s how...

Your Referral Kit, if you do it right, is filled with valuable information that helps people who are facing problems like the ones you’ve already solved for your client...

It helps them understand the problem they face...

It helps them understand the consequences of not solving the problem...

It gives them a look at the first step or two of the solution...

And, it shows them proof (if you can use this kind of proof in your industry) in the form of testimonials and case studies, so referred prospects can see people like them, who’ve succeeded after buying from you...

Instead of your clients having to go have a difficult conversation with one of their contacts…trying to convince that contact to take a meeting with you...

They get to "give the gift of you" to their network.

Think about that shift for a moment. It's significant.

Instead of asking for something that's hard for your clients to do--refer you--that carries risk for them...

Instead of all of that, you give them something that's inherently valuable, easy to pass along, positions you as an expert and authority, and shows the prospect how to take a next step with you (i.e. schedule a sales meeting) only after you've built credibility and trust.

You’ll never have to ask for a referral again!

Now, you get to have what we call "The Value Conversation" with your client, where you help them share something valuable (your Referral Kit) to the connections that are important to them.

Everyone's interests are now aligned...

  • Your interest (getting clients) aligns with...
  • Your client's interest (being valuable to his or her network) aligns with...
  • Your prospect's interest (solving a thorny problem by working with an expert they can trust)...

It's the most natural way to 'orchestrate' lots of referrals...and it doesn't take a long time.

If you stop and think about it, it's a simple and very natural way to open a new relationship with another human (your prospect)...

Give them something of value first to show you're trustworthy and knowledgable. Then, once you've established your value and trust in a small way, move them towards the sale.

There's obviously more to this than can be shared in this short article...if you'd like to learn more, join me for free course Get the Clients You Deserve where I can show you in detail how this can make getting clients dramatically easier.

Steve Gordon

101 North Monroe Street, Capitol Hill, FL, 32301