FASTEST Way to Get New Clients

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Having someone else refer you to their friends is a real fast way to get clients. BUT using this TWIST, you can make it even faster.

Here's what I mean.

When I was in the show business arena, I wanted to get some shows in a NEW area.

I contacted a local school and offered to do a show for FREE. They said yes.

Once I got finished with the show and they were PLEASED (Important), I asked if they would do a favor. Would they mind writing a letter that I could send to all the other schools in the area?

I said I would pay for their letterhead, postage, envelopes, everything. They agreed.

After I mailed the letters, I was able to book an ENTIRE summer of shows.

Why did this work?

I was being endorsed by an authority to others in the same market. The show only cost me about an hour of my time. The mailing: about $50. The shows: 60.

I've used this with other markets as well.

When I use it to get consulting clients, I do quite a bit of work for a high-profile business for no charge. When I am finished and the client is HAPPY, I ask the client to write a letter to non-competing businesses that they know. I do the same thing... pay the postage, cost of letterhead, envelopes, etc.

It ALWAYS works!

Hope this helps.

Warmly,

Millard
#offline marketing #clients #fastest
  • Great idea Millard. So you would ask the business owner to mail to those other business owners he knows, or would you do it yourself using his letterhead? Was this agreed upon before you did the work?
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    • This is the best way to build new business offline, I agree.

      Interestingly, social psychologists have found that when you toot your own horn and try and sell others it is not nearly as effective as testimonials from others, which is basically what you are doing here.
  • I was wondering the same thing as Michael, was this agreed upon up front or do you wait to ask at the end? My first thought was at the end so it's more genuine of a testimonial, but if that's the case how do you go about agreeing to do all this work for no charge at the beginning?

    I understand the concept in general and know this is a monor issue that shouldn't change the results of it, but was just wondering.
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    • Great tip.

      You can ask for referrals at ANY stage of talking to a prospect or client.

      You're more likely to get a really high quality letter of recommendation from someone who's had a positive experience with you but be aware that any kind of referral from another business owner has a good chance of converting to a paying client.

      Also you don't have to limit yourself to clients and prospects.

      Your friends, family, anyone you know might send letters to the business owners they know.


      I'd add 4 more tips:

      # 1: You can have a letter written yourself that you offer if they don't want to go to the trouble of writing one.

      Usually this letter would include some kind of gift offer like a gift consultation so it makes the person sending the letter look like they're giving something of real value to their friends (which they are).

      Offlinebiz.com members are getting good results using the Offline Gold Client Flood system which includes a letter that your clients and friends can send to business owners.

      Obviously it's better if the letter is on their letterhead but it's not vital.


      # 2: Be willing to do everything to get those letters together. Print them, address the envelopes, put the stamps on.

      If the only thing the person who is recommending you has to do is sign each letter it's far more likely to get done.


      # 3: Remember one line. "Where do you keep the names and addresses of people you know?"

      If you get anyone to go through their address book they're going to come up with a whole lot more names of people they can recommend you to than if they try to search their memory.


      # 4: Thank people who give you referrals (a written thank you note is appropriate) and keep them in the loop. Let them know how the referrals turn out...especially if you get hired and then have some success with a new client.

      When you recommend a service don't you like to know it worked out well for the person you gave the recommendation to?

      Make the people who give you referrals feel good about doing it.


      Referrals from one business owner to another are usually the easiest prospects to convert to paying clients so any activities where you're actively asking for referrals and making it easy for people to give them to you are going to get a high return on effort.

      Kindest regards,
      Andrew Cavanagh
      • [ 6 ] Thanks
  • Best offline tip this month...,

    regards LASSE
  • I always ask after I do the work. In the beginning I tested a letter that jay Abraham used that basically stated that I would work for free if the business owner shouted from the housetops my praises "After I made them money."

    Doing all the work myself, even to the writing of the letter as Andrew mentioned, is the way i prefer, simply because I will get it done as quickly as possible.... and know that it gets finished.

    Cheers,

    Millard
    • [1] reply
    • People are lazy.

      Make it easier for them to say yes than to say no.

      Write the letter for them, mail it for them, follow up for them.

      All they have to do is sign their name one time, you handle the rest.

      While endorsed mailings are a great way to get business (I use them with clients all the time), the issue is you have to have a client first.

      Want a really easy way to get your first client?

      Email.

      I know, nothing earth shattering right.

      One of my clients is making $10-12,000 a month.

      Want to know how he got started?

      Emailing his friends and associates letting him know what he was doing now (offline marketing).

      Still not earth shattering right?

      We'll lets see - he is on pace to make $120,000 to $144,000 this year using something that cost him zero dollars to design, mail, and follow up on.

      To me that's pretty good.

      Tim
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  • Yep, sending a few emails is easy.
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  • The important thing is to make the email just an informative email about what you are doing... an update, if you will... not salesy.

    Cheers,

    Millard
  • Wow, what a great thread-I love this forum. Thanks a million guys!
  • Having someone else refer you to their friends is real fast way to get clients. You can ask for referrals at any stage of talking to a prospect.
  • I ALWAYS ask for referrals when the client is EXCITED, then I get an armful.
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    • MW,

      Referrals are only 20% of my business, thanks for the great ideas and I look forward to using them and increasing my referral %.

      Rick
  • Millard,

    Thanks for the great suggestion! I've been trying to get some new clients, I'm going to try your idea.
  • Great idea and it works well too.

    One thing to always remember about referrals is that you should never depend on your client to forward your information to some one they feel would benefit from using your services.

    Regardless of how much of a raving fan they might be your name against their busy day usually does not stand a change to get forwarded to the others they know.

    I always ask for referrals and give my clients a referral sheet with 20 slots and ask them to fill in as many possible.

    Business name
    Owner name
    Phone number

    This is VERY effective if you offer a bonus or spiff to your client for referrals that end up doing business with you.

    Once you have the referral sheet the ball is now in your court to contact them instead of waiting for your client to contact them.
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    • Russ,

      Thanks for the great ideas today. i am looking forward to getting your WSO and being on your list,

      Rick
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    • Excellent Post Millard... Got to love it Brother.

      LMAO as i read this post, i have 3 letters going out monday to
      120 in house referrals. Looking forward to results on this one, as
      its still in testing phase for me...

      To your continued success...
      Robert
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  • Idea is pretty workable but their is a huge difference between each market . So basically all we need to do is to get more professional to hit every lead.
  • I was searching for clients i already done the same emailing them and also cold calling. this idea really works.But we need to describe ourself properly like achievements and all.
    Anyways thanks for sharing
  • MWGrubb58You have really interesting and effective offline way to get clients. Thanks for the helpful tips.
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  • I'll give you a BIG secret that I use...

    When I sign a client, I make part of the contract.... The client HAS to give me three GOOD referrals as part of doing business with me....

    I have a special way of doing it via the contract that I won't reveal here... just something to think about.

    Cheers,

    Millard
    • [1] reply
    • Excellent point Millard, i do the same thing, but i want to clarify something here....

      My Definition of a referral, is [client] introducing me via the phone or in person and
      making a direct personal reccomendation. It takes some practice positioning ones
      self at this level though. Once its mastered, its a huge influx of business. Not to mention
      i have now incorporated a mailing with their signature on it to a minimum of 20 potential
      clients, using the referral letter method.

      Great Juice as always my friend...love the original post and some of the follow up.
      Robert
  • Robert,

    You've made an interesting point. The referral I get is ALWAYS a PERSONAL introduction... face-to-face... because I sell my best in that context... and... when it is a personal face-to-face introduction it gives me far MORE positioning power.

    Cheers,

    Millard
  • Hey Millard
    I like your ideas with this. Thanks for sharing.

    I sometimes find it hard to think of ways to find new clients, but doing what you said and getting endorsed by an 'authority' in the industry is a great starting point.

    I will need to think how I can implement this in my own business.

    Blessings
    Leanne
  • Getting an authority is really easy when you think about it. Find a market that you have some experience in... Say, your mother was a wiz at cake decorating and you learned a few things...

    You could go into a few bakeries or cake shops and just talk decorating for a while... If you have got some rapport, you can either sell the owner or do something for them, gratis, with the stipulation that they sing your praises when you're finished...

    In this example, I just used cake decorating. Find something you KNOW something about so you can talk without even trying to sell.... THEN go to where an authority is in that field... ask a few questions... offer to be helpful... do something for them... ask for referrals. Seems complicated but, it is not.

    Something to get your head into this: "Who can I help today?"

    Like Hansel and Gretel, you are dropping crumbs everywhere you go, so that people are led back to you.

    Cheers,

    Millard
    • [1] reply
    • Wow. Great Ideas Millard, and very creative too!
      PhantomWr.
  • Good idea and good way to go on business
  • Kool idea

    Thanx
  • The idea is to get a little creative in what you are doing. The main focus of everything I do is too add a little twist to make things personal for me... then test... If I just go off adding twists here and there JUST to be adding twists... I could twist myself out of business.

    Just want to do things that work FOR ME.
    • [1] reply
    • You hit it on the head: test and twist or twist and test. Either way, you have to keep on top of your "gig", no matter what it is.
  • this is a great idea, have done it myself and it works. especially when you show some ranking results, conversions, etc.
  • Hi Millard, What a great idea! I get a lot of calls from area schools asking about creating our fantasy portraits instead of the typical and boring normal type school photos.

    However, because of the higher cost involved these schools just keep on using the same photographers that they have used for the last 20 years.

    So the next time I get call from a school I'm going to offer Free Fantasy Portraits of every child to the parents and make optional packages available for purchase, then get the school to write a testimonial letter and send it along with copies of the Free Portraits the school received to every school in my area!

    Cheers,
    Steve
  • Hi Millard, What a great idea! I get a lot of calls from area schools asking about creating our fantasy portraits (see some sample photos at: Customer Reviews ) instead of the typical and boring normal type school photos.

    However, because of the higher cost involved these schools just keep on using the same photographers that they have used for the last 20 years.

    So the next time I receive a call from a school I'm going to offer Free Fantasy Portraits of every child to the parents and make optional packages available for purchase, then get the school to write a testimonial letter and send it along with copies of the Free Portraits the school received to every school in my area!

    Cheers,
    Steve
  • Steve,

    Nice to re-connect!

    When I have worked with someone, I ask when they are in a "Happy" state. Usually, they are in a "Future-looking" frame of mind and can see all the customers coming in to their business or extra profits coming in... AFTER I've shown them some nifty things to tweak their business....

    THAT's the time to ask!

    Warmly,

    Millard
  • Just wanted to add a couple of things about referrals to what I mentioned earlier. After I have sat down with a prospect and shown them using their own numbers how they can grow and prosper with simple tweaks is NOT the time I get referrals nowadays.

    I have a simple letter that I use as a "proposal" spelling out what I will do for the client and payment. Once I have their OK, I set up a time for our first meeting and i come over with a contract. In the contract, is a clause where the client personally introduces me to three associates, as part of the process.

    This is like what Jay Abraham used to do to build his business... He would tell his client that he would work for them and do XXX if they paid him XXX and shouted his praises to the rooftops.

    Once you set things in place, then your marketing costs are drastically reduced.
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  • Referrals are the best way to divert clients towards your site. Referrals are imperative for each business for expansion at any stage of business.
  • You made a good idea, a best resource for those who starts an online business. Running a business online or offline without a proper preparation is just a waste of time, resources and effort.
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  • I have nothing more to say except Thank you very much for sharing all this informations. Thats it you have conquered and delivered all the useful informations about Referrals.

    Great Referrals More clients!
  • It's true, it took me 3 months to get 3 offline clients, now it's starting to excelerate because I can 1-2 referrals from every customer.
  • this useful to grow own business with affective audience.
  • hmm, i've tried cold calling, but it failed, any tips?




  • Would it be at all effective, do you think, offering a contract at one price and offering a discount if they offer referrals after a job they are happy with?

    You mentioned showing up to your first meeting with the contract that says something along the lines of Jay Abrams advise; you will do xxx for xxx if they offer 3 referrals. What if they don't want to offer referrals, or can't because they are just starting out and don't even know anyone they can refer yet?
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  • Powerful tip there....
  • I DO NOT give them a break on price if they offer referrals or discounts.

    If a business owner does not want to give referrals because they are just starting, etc., I DO NOT TAKE THEM!

    It is all in the power of your positioning.

    If you are positioned well enough... people will scramble to work with you.... and GIVE you what you ask.

    Make sure you have what THEY WANT.

    It works for me all the time... and my coaching clients are finding the truth in that as well.

    Cheers,

    Millard
    • [2] replies
    • Millard,

      Great, great ideas! I have a client whose business is in a small shopping mall. I was thinking about creating a self-loading CD containing a short audio seminar with a PDF handout and dropping it off at all the businesses in that area.

      I used to work at a law firm and one of the lawyers came back from a conference with a CD some speaker had put in his goodie bag.

      Now I know to get a referral letter from my client so I can add a hard copy of it to go with my "leave behind" kit.

      Thanks!

      Chancer
    • Millard, am I reading this right? Are you saying that you if a potential client won't give you referrals then you won't take them on as a client? If that is the case then please explain that rationale to me. I would never turn down business just because they won't or can't refer more business. I am not trying to denigrate your post, you wrote a great post reminding us about referrals and how offering something up front can pay back huge dividends. I just don't see your reasoning here.

      DJ Hughes, in response to your question, in my opinion, it is absolutely effective to offer a discount to someone who gives referrals. Further, I think it is better to get referrals after they have been your client for a while and are happy with you. In my 20 years as a sales rep I have learned that not every single person who does business with you will end up a happy customer, try as we might. But if they are happy, they will give you solid referrals. I have no problem "incentivizing" anyone to get more business, be it in the form of a discount, rebate, or simple cash award. Not to sound cliche'd but money talks. Look at all the major corporations that offer some sort of incentive to refer people to their business. I am not saying Millard is wrong. If you have positioned yourself as the "premier" in your field then you can dictate terms as you please. I think I am a pretty good salesman but I don't tell my customers how we will do business and I don't turn their business away. Just my 2 cents.
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  • Referrals are the best way to divert clients towards your site. Referrals are imperative for each business for expansion at any stage of business.
  • cool beans. I wanted to try it now and see how will affect my strategy in a good way.
    thank you.
  • Thanks for these pointers
  • I like to keep referral letters and testimonials in a binder that I show clients during the meeting.
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  • Here is another idea I've used for referrals.

    When I am working with a client, I know that they have to use certain types of vendors or other businesses. I make a list of these other types of businesses.

    After the client is happy, I ask them if they have every heard or know these businesses... Then I ask if it would be ok if I sent them a nice letter with a headline like, "John Smith over at Digital Speak Has Boosted His Profits..."

    It basically makes a cold call into an endorsed mailing.....

    If I want to spend more time, then I create a personal letter to these businesses and have them sign it like I mentioned above in the original post.

    Cheers,

    Millard
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  • Interesting info. Thanks Millard.

    -G
  • Solid advice. Giving away services for free is always a good idea if they will vouch for you later down the road.
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  • Johninmn,

    Just to clarify...

    In my contract, I make getting referrals part of the contract, ONLY AND WHEN THEY ARE HAPPY... My contract states that they will give me referrals AFTER I have delivered systems and they are HAPPY with what I have done.

    It is just common sense that I don't want a referral from someone who is unhappy... they will mean-mouth me to everyone...

    The purpose of referrals in the contract is to make sure that they know I expect a good report from them.

    I have no problem negotiating the price of my services to some extent... but lower price, less services.

    Thanks for helping me clarify my position.

    Cheers,

    Millard

    PS If a client does NOT agree to give me referrals, as part of an agreement, as explained above, I won't take them on, period.
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    • Millard,

      I find that a strange position. Why do you need referrals (3?) from every client? Wouldn't that many referrals completely overwhelm you with work?

      I think referrals from just 50% of clients would be more than enough to supply and incredible amount of ongoing work.

      Sometimes there is a large gap between Jay Abraham theory and the practice of it. In practice that is just too many referrals IMO.

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  • What are the shows/consulting you are doing? Interested what industries this has worked in...
    Thanks a lot

  • This technique has worked with every client I have tried it on... I tend to take service industries...

    When i was performing, I worked mainly schools and larger corporate events.

    Cheers,

    Millard
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    • Millard, what are the specific free services that you provide to these high-profile businesses? Are there particular ones that tend to make a big and quick impact on their bottomline (since you've mentioned that the letters of endorsement have headlines about how you've helped boost their profits)?

      Paul
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  • This is a very good tip, I will start implementing it in my line of offline business.
  • Great! Find some business!

    Millard
  • for me the quality of product is the best marketing tool. here in my city i know couple of restaurants, much more popular then others one of them is around 10km away from the city but still you have to have an advanced reservation for dinner, just because their quality of food. i never saw their ad anywhere
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    • well done MWGrubb58... i like the way you market your business. giving free services somehow looks like a waste of time/money but it does work for long-term business.
  • It's not always the referrals from a business... It is the growth of profits you get for the business that starts a buzz going.

    The one thing I mentioned above that is SO important... can you really help the company?

    It is not a matter of knowing that something will work.... but actually having the thing you suggest actually do what you have said it would do. It is not a matter of under promising and over delivering....

    It's doing, period.
  • Remember one line. "Where do you keep the names and addresses of people you know?"

    If you get anyone to go through their address book they're going to come up with a whole lot more names of people they can recommend you to than if they try to search their memory.
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    • I couldn't agree more, and being proactive about taking this little step in asking for referrals could literally mean thousands of extra dollars in profits for you. Sometimes, simple little actions you take in the offline world can have very profitable outcomes.

      Paul
  • Signity2,

    That is a very good tip!

    Thanks!

    Millard
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  • well i have read right the way through all the posts and i have trully learnt a great strategy......thaks so so much Millard

    Live with passion

    Nick
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    • Wow, what a great full of value thread. Thank you very much for sharing this Millard. It is very generous and selfless of you. One of my indicators of something of genius, is if it hits you between the eyes as something that is self apparent, after it is taught or explained to you. Your method sure does that. It is very powerful.

      One element that seems to be downplayed here, except for small mentions, that SHOULDN'T be, as it is very major - is the fact that using this method, ...almost Completely cuts out a majority of the $$ and also hours of time in stress and work, that Many people and businesses would otherwise spend, in looking for their next customers and new prospects. And thats with those $$ and hours even then, not guaranteeing any new work. However, with THIS method, it's a logical rolling process. Not only saving you that expenditure of $$ and time, but actually Delivering you the new clients you would have targeted as ideal prospects anyway, giving you more sales and income in a contining cycle. Pretty impressive. I'm a marketeer and this method is Gold. Thanks again Millard, one of the best value threads that I have read.
  • Good idea.
  • I think I'm going to try implementing this and see how it goes. Thank you for sharing.
  • Thanks for this tip. I am really thinking of getting into offline marketing and this could really help me to get my first clients.
  • I think most people come to realize, it's reality.

    The thing is ... You have to offer an incentive to their needs.

    Every prospect counts.

  • I think mentioning referrals before you have even started their work makes you look a little desperate. Seriously, if someone is really as good as they are telling me they are, then they are not going to need to write referrals in as part of our contract are they.

    As a customer I would be a little hesitant as to why this person needs referrals so badly - enough that they are willing to turn down business if they don't get them.

    Do good work and word will spread.
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    • Ha! I guess you have to talk to Jay Abraham about this. He is the one I first heard about this technique from. In my contracts, it is explicitly mentioned that only AFTER the clients is HAPPY, and only AFTER the work is to their satisfaction that the clients THEN refers their friends.

      There is another twist to this as well... You do not wait to get a list from a client, you discuss the best people who could benefit.

      If you went to a chiropractor that pushed just the right place to relieve you terrible back pain... you'd tell everyone right?

      If you do good work for a client and they make wonderful profits, it's the same thing.

      Thanks for your comments.

      Millard
  • Glad I stumbled upon this thread.

    Plenty of gold nuggets here.

    Certainly will apply this method as I am struggling in terms of time and efforts to juggle between my full-time studies and my budding business.
  • Hi Millard,
    your Ideas is great and very creative too!

    Thanks
  • Wow, this is great. A traditional referral with a twist. Great job!
  • Thats what you call networking to the full.That principle can be used for a whole range of products.
    Thanks
    Crusaderman
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  • Just go out in your town and go door to door. Works best for me.



    Kristof
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  • excellent, you contacts are your Potential Customer.
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