8 {{ upvoteCount | shortNum }}
8 {{ upvoteCount | shortNum }}

Asking for Referrals

by kcom
6 replies
For all who provide SEO, as sometimes it can take awhile to get results do you ask for referrals while closing before any results have been obtained?
Or do you wait until they are on page one. Do you offer a discount as an incentive to provide a referral? If so, How Much? Thanks for your opinion.
#referrals
  • Profile picture of the author Irish Intuition
    Originally Posted by kcom View Post

    For all who provide SEO, as sometimes it can take awhile to get results do you ask for referrals while closing before any results have been obtained?
    Or do you wait until they are on page one. Do you offer a discount as an incentive to provide a referral? If so, How Much? Thanks for your opinion.
    Referrals come easiest when the customer sees a positive result (no matter the service).

    If I were an SEO specialist, I would offer an "SEO Booster Pack' as a
    reward for their testimonial. Hit them with the offer once the SEO you
    did takes effect. Show them the results to wow them, then hit them
    with the referral offer.

    They will not turn it down.
    Signature




    {{ DiscussionBoard.errors[6842737].message }}
    • Profile picture of the author AndrewCavanagh
      It is a whole lot easier to get a referral when a client is really happy with
      something you've done for them.

      Having said that you can ask for a referral at any time from anyone.

      One huge mistake many people make is not asking prospects and
      business owners who hire them for referrals.

      Or people they know, people they meet etc etc.

      It helps if you frame it in a positive way.

      For example offering to make them look good by allowing them
      to give people they know a free telephone consult worth $XXX.

      In practical terms the best time to ask for a referral is any time
      you can successfully get one.

      Giving you a referral can cement in a prospect or a client's mind
      why they think your service has value and with prospects who
      may not have hired you yet it gives them a chance to reciprocate
      in appreciation of the valuable advice you've given them.

      Finally the easiest prospects to turn into paying clients are usually
      referrals from other business owners so any referral you get at any
      stage of the sales process has value.

      Kindest regards,
      Andrew Cavanagh

      P.S. No it's unnecessary to give a discount for referrals.

      More important is to show your appreciation and keep the person who
      gave the referral in the loop about how it worked out.
      Signature
      Old School Copy Like This Is BACK & Converting Like Crazy!
      {{ DiscussionBoard.errors[6842829].message }}
  • Profile picture of the author kenmichaels
    I don't sell SEO on its own, but this is 2 ways we get referrals.

    The easiest way to get referrals is to do some thing unexpected that makes them happy.

    Something unexpected but wanted / needed.

    When they are gushing and profusely thanking you... Slip in the " BOB, the best way
    to thank me is by referring me to 3 people you know well, that you KNOW can use my service" .. Let me grab a pen and paper while you think of who they are.


    Another way we have success, is we call them with in the first week of the sale
    Congratulate them, and let them know we have started on there project ahead of
    schedule ...
    Signature

    Selling Ain't for Sissies!
    {{ DiscussionBoard.errors[6842870].message }}
  • Profile picture of the author Rus Sells
    I've mentioned this in other threads but I will repeat it here.

    It's your own mental barriers that tell you that you should only ask for referrals after you've done something or achieved results.

    That's a bunch of hog wash and its due to some myth that some one started long ago.

    Firstly, if you deliver outstanding service and great results you won't be needing to ask for referrals.

    Secondly, from my 20+ years of selling experience the best time I've discovered to ask for referrals is at the moment you get a signed agreement and the deposit check.

    The moment the customer hands you the money is when you have their HIGHEST level of commitment to you. Take advantage of that and ask them if they know any other business owners you can contact about your services. Offer them an incentive if you like or whatever, but just ASK and you'll receive.

    Don't let them ask you for business cards so they can pass them along. That will NEVER happen. Tell them to get on the phone right there and call them, or at a minimum give them a referral sheet to fill out.
    Signature
    Review Sentry
    {{ DiscussionBoard.errors[6842909].message }}
    • Profile picture of the author Claude Whitacre
      Most of my sales are in person, so this may not directly apply.

      I don't sell exactly SEO services, but I have the new client let me call one of their referrals from their office. We always get through (Caller ID is actually a help here), and the referred person feels obligated to their friend. It's actually less scary than it sounds.

      I wait until I know my client is excited about my service. Maybe a month after they bought. Why wait? Because they have had a chance to brag to their friends.

      I ask "What business owners have you told about your results?"
      Then "And how did they respond?"

      Then I call the ones my client bragged to. Believe me, the referrer takes the credit ...and I give it to them. These referred people nearly always buy.

      I've done this over the phone, but it's stronger in person.

      I used to always get the referrals at the time of the sale. And this served me well. And I got more referrals this way. And I even made more sales.

      But this "wait until they brag to someone" approach only puts me in front of people who want to see me and all the establishing authority and value is done before I get there. The sales presentation is much faster and the closing rate is near 100%.

      And then this new client may give me referrals at the meeting, because my value has been established. So many times, on the second tier of referrals, I won't wait.

      Also, I used to always get referrals at the point of sale because I needed another appointment the next day, or another sale the next day. That isn't the case anymore, so I'll just go for the easy sales that were half created for me before I get there.

      I hope this helps someone.
      Signature
      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
      {{ DiscussionBoard.errors[6843069].message }}
  • Profile picture of the author kcom
    Thanks everyone! @Rus- I agree with asking right at closing.
    Here is what I think...
    You have demonstrated that you are quite capable of helping their business, otherwise you wouldn't have closed that deal...Now some say that you have to wait for results to ask for a referral, to me that seems like you sell yourself short, the 1st business has paid upfront for my services, but I need to further prove myself to get a referral. Doesn't seem right. Unless you ask @ closing, then when they are happy with the results you ask again.
    {{ DiscussionBoard.errors[6843067].message }}

Trending Topics