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How exactly to ask for a referral?...

by abo28
12 replies
Well, maybe it's a silly question, but I want to make sure I make things properly...

Which is the best (or more usual) way to get a referral?

(1) the referrer gives you the prospect's name, address and phone number, and then you contact the prospect and say "Hello Mr. Smith, our common friend Bob suggested me to call you..."

or

(2) the referrer contacts the prospect directly, tells him about you and suggests him to call you

Thank you.

Bogdan
#referral
  • Profile picture of the author Eddie Spangler
    1 is better than 2 as you are in control instead of waiting BUT

    If you can get the person to call their friend and let them know that you will be calling them soon that would be even better.
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    • Profile picture of the author abo28
      Great idea, Eddie, thank you. My head is spinning now...

      Originally Posted by Eddie Spangler View Post

      1 is better than 2 as you are in control instead of waiting BUT

      If you can get the person to call their friend and let them know that you will be calling them soon that would be even better.
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      • Profile picture of the author jimbo13
        When are you going to ask for the referrals?

        Some people do it at POS when the new customer is 'excited' as it were and some like me prefer to do it after a couple of weeks depending upon what the product/service is.

        My preference means that any niggles have been ironed out and you have a satisfied customer who will then contact on your behalf with conviction.

        You can also use asking for referrals as a last ditch soft closing technique at point of presentation if they have said no.

        But either way you want to control it.

        Dan
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        • Profile picture of the author ryanmckinney
          Originally Posted by jimbo13 View Post

          When are you going to ask for the referrals?

          Some people do it at POS when the new customer is 'excited' as it were and some like me prefer to do it after a couple of weeks depending upon what the product/service is.

          My preference means that any niggles have been ironed out and you have a satisfied customer who will then contact on your behalf with conviction.

          You can also use asking for referrals as a last ditch soft closing technique at point of presentation if they have said no.

          But either way you want to control it.

          Dan

          I stumbled upon the power of referrals. My clients were so happy with the service, they were just referring me off, and telling their friends to google them, etc.

          So naturally they wanted to get in touch -

          Once I said I would give a huge disount on their monthly fee, and possibly even a free month, my referrals went on over drive and I got so busy I had to stop prospecting my self.

          To date, I have not asked for a referral, but rather let it naturally happen, because it will.
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          • Profile picture of the author jimbo13
            Originally Posted by ryanmckinney View Post

            I stumbled upon the power of referrals. My clients were so happy with the service, they were just referring me off, and telling their friends to google them, etc.

            So naturally they wanted to get in touch -

            Once I said I would give a huge disount on their monthly fee, and possibly even a free month, my referrals went on over drive and I got so busy I had to stop prospecting my self.

            To date, I have not asked for a referral, but rather let it naturally happen, because it will.
            I agree Ryan

            It will happen naturally. However sometimes a kickstart is in order.

            Dan
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            • Profile picture of the author ryanmckinney
              Originally Posted by jimbo13 View Post

              I agree Ryan

              It will happen naturally. However sometimes a kickstart is in order.

              Dan

              Definitely!

              Just not for me at this moment in my business lol.

              You can handle the business, do it! Just be careful not to over load your self, I almost had everything crumble from simply trying to take on to much early on.

              I now have a sound team in place and a better understanding how to run an actual businesses, whereas when I started, i was just willy nilly!

              Ry
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  • Profile picture of the author ryanmckinney
    Like Eddie said: always best to get the contact information -

    I have had plenty of these conversations from a client: "I told sonso about you, they should be calling you, they need your help" - not once have I got the phone call -

    So I instruct them if they are referring me, to get me their contact information I will call them. I also offer a very generous referral fee if I close them.

    Ry
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    • Profile picture of the author abo28
      Originally Posted by ryanmckinney View Post

      So I instruct them if they are referring me, to get me their contact information I will call them. I also offer a very generous referral fee if I close them.

      Ry
      Thanks for your input. Of course, the referral fee is absolutely necessary. It goes without saying...

      Bogdan
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  • Profile picture of the author Eddie Spangler
    I also wanted to throw this at you since you are in the video biz. It might make more sense sometimes to offer an incentive other than cash, especially if it costs you less AND feel like MORE to the client
    For example

    You just finished a video for someone and you show him a stinger, opener or logo animation upgrade. He likes but just cant lay out any more money right now.
    Just making up numbers to illustrate a point. Your initial vid is $500, you normally give
    $50 to $75 referral, you normally charge $200 for the upgrade.

    You may approach and say hey get me 2 referrals and Ill do it for you free. Cost you very little, he gets something he really wants and YOU make MORE MONEY!!
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    • Profile picture of the author ryanmckinney
      Originally Posted by Eddie Spangler View Post

      I also wanted to throw this at you since you are in the video biz. It might make more sense sometimes to offer an incentive other than cash, especially if it costs you less AND feel like MORE to the client
      For example

      You just finished a video for someone and you show him a stinger, opener or logo animation upgrade. He likes but just cant lay out any more money right now.
      Just making up numbers to illustrate a point. Your initial vid is $500, you normally give
      $50 to $75 referral, you normally charge $200 for the upgrade.

      You may approach and say hey get me 2 referrals and Ill do it for you free. Cost you very little, he gets something he really wants and YOU make MORE MONEY!!

      Eddie is right on point with this (not the he usually isn't or needs the validation) -

      I offer video ranking services as a bonus to my clients all the time, it cost me $10 to do, percieved value is in the hundreds, they love you for it.

      I even said this in a WSO I wrote.

      "$10 spent on creating and ranking a video, is usually the best $10 I can spend"

      Ry
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  • Profile picture of the author Rus Sells
    In business I try and take control of as many aspects as possible.

    This includes referrals as well. As already mentioned, waiting for that call from a new prospect because your client called them is wishful thinking in most cases.

    Take control and get the referrals contact information and if you can get your client to give you a shout out by having them call ahead of time that is even better.

    Letting things happen naturally isn't a good idea in business. Sure will you get unsolicited referrals? Yes you can but in contrast how many more referrals can you get when you take control of them.

    Also, as I've stated here many times before...

    The absolute BEST TIME to ask for referrals is when you get the first check handed to you. This is when the client has the HIGHEST level of commitment to you. They are usually buzzing from your great presentation and in the clouds so its natural the majority of the time to want to reciprocate by giving you some referrals if you simply ask.
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  • Profile picture of the author Jason Kanigan
    If you found out what "pain" your new client is experiencing, you can ask them if they know anyone in their circle of influence who is experiencing that same pain.

    Much better than just asking if they know anyone in general who could use your services. Likely they'll draw a blank in that case. But if you ask if they know a peer who's experiencing similar issues to those that they brought you on board to help with, then they're more likely to get a mental picture of that person.
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    >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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