The CORRECT Way Ask Your Customers For A Referral

Summary

The speaker emphasizes the importance of building relationships and using social media as an inbound marketing tool to attract better clients. They advise against direct hard asks, suggesting a three-step approach to establish need and desire before making a request. The speaker shares strategies for encouraging referrals, leveraging networking events, and utilizing the principle of reciprocity to generate leads and grow business.

Takeaways

• 🔍 Start with a soft approach when asking for business or referrals, avoiding direct or abrasive requests.
• 🤝 Focus on how better clients can find you, rather than how to find better clients.
• 💡 Use social media as an inbound marketing tool to attract potential clients.
• 📈 Timing is crucial for asking for referrals; do it before the job ends while you're still top of mind.
• 🧩 Build relationships with clients to increase the likelihood of referrals and repeat business.
• 💼 Networking should be genuine, focusing on connecting with others rather than having a hidden agenda.
• 💭 Always be thinking about how you can help others, as this can lead to opportunities for your own business.
• 💰 Consider if potential clients can afford your services and if you want to work with them before asking for business.
• 🔄 Reciprocity is a powerful principle in business; when you help someone, they're more likely to help you in return.
• 🌟 Successful entrepreneurs are always looking to improve, so positioning yourself as a solution to their needs can lead to business opportunities.

Q & A

What is the recommended approach to asking for referrals from clients?

The recommended approach is to build up to the request gradually, rather than making a direct 'hard ask'. It involves establishing a relationship, showing that there is a need, and then subtly asking if the client knows anyone who could benefit from your services.

Why is it important to ask for referrals before a job is completed?

Asking for referrals before the job is completed is important because once the job is over, the client might become busy with other things and you might slip from their mind. It's about staying top-of-mind while the relationship is still fresh and active.

What is the significance of the phrase 'keep it in the family' in the context of the script?

The phrase 'keep it in the family' refers to the tendency of some people to prefer doing business with or referring within their close circle, such as family or friends, rather than with outsiders.

How does the speaker suggest using social media as an inbound marketing tool?

The speaker suggests using one's experience and translating it into social media content to attract better clients. This involves sharing valuable insights and information that can help position the individual as an expert in their field.

What is the role of a 'connector' in networking events according to the script?

A 'connector' in networking events is someone who can introduce you to others who might need your services. They act as a matchmaker, knowing a little about a need and a service, and can put people together effectively.

Why does the speaker believe it's important to have a genuine conversation with someone before asking for business?

The speaker believes in having a genuine conversation to build a real relationship. This approach helps in understanding if there's a way to help the person or if they can afford the services, and also to determine if the speaker would like to work with them.

What is the principle of reciprocity as mentioned in the script, and how does it apply to business?

The principle of reciprocity is the idea that when someone does something for you, you feel compelled to do something in return. In business, this means that if you genuinely help someone, they are more likely to want to help you back, possibly by referring clients or business opportunities.

How does the speaker use their skillset to identify potential business opportunities in networking?

The speaker uses their skillset in product design, writing, and web development to identify potential business opportunities. They look for people who might need improvements in their branding, messaging, or online presence, and offer to help or refer someone who can.

What is the significance of the 'flower' example in the context of the principle of reciprocity?

The 'flower' example illustrates the power of reciprocity. Even though the flower is not something of value or something the person wanted, they still feel compelled to make a donation because they received something for free, no matter how small or insignificant.

How does the speaker suggest following up after asking a client for referrals?

The speaker suggests setting up an email to follow up after asking for referrals. This allows the client to have a record of the request and makes it easier for them to make the introduction when they think of someone who might need your services.