The Outrageously EASY Way to Get New Customers

Summary

This video script reveals seven effective strategies for generating free customer referrals, which are crucial for business growth. Techniques include asking for referrals post-sale, leveraging the holiday season with gift cards, and offering bonuses instead of discounts. The speaker emphasizes the high conversion rate and value of referrals, suggesting that integrating these tactics can lead to a 30% increase in customers who pay more, stay longer, and refer others.

Takeaways

• 🚀 **Referrals are invaluable**: They convert at higher rates, pay more, and are more likely to refer others, contributing significantly to business growth.
• 📈 **Referral impact on business scale**: Regardless of the business size, a steady 30% of business from referrals can substantially boost growth.
• 💡 **Initiating referrals post-sale**: Asking customers who have just made a purchase to refer others can be an effective strategy.
• 🎁 **Gift card strategy**: Offering gift cards during holidays or special occasions can incentivize customers to refer new business.
• 💰 **Referral discounts**: Offering discounts in exchange for referrals can be a win-win, as it costs less than traditional customer acquisition methods.
• 🤝 **Referrals at the point of success**: Capturing referrals at the moment of customer success or satisfaction can be highly effective.
• 🖼️ **Handwritten cards for events**: Using personalized cards to invite customers to events can foster community and encourage referrals.
• 🎉 **Creating referral events**: Hosting events specifically designed to encourage referrals can be a powerful way to grow a customer base.
• 👫 **Spouse referrals**: Encouraging customers to involve their spouses in the service or product can lead to additional referrals.
• 👥 **Group challenges or activities**: Participating in or creating group activities can naturally increase the likelihood of referrals.
• 📢 **Consistent messaging**: Regularly reminding customers to bring a friend in all communications can significantly increase word-of-mouth referrals.

Q & A

Why are referrals considered valuable in business?

Referrals are valuable because they tend to buy at higher percentages, at higher prices, and more frequently. They are also more likely to refer more customers, thus providing a scalable way to grow a business.

What is the significance of the salesperson's strategy of asking for referrals after closing a sale?

The strategy is significant because it leverages the recent interaction with a satisfied customer to generate new leads. By asking 'who else do you know who might want this,' the salesperson can receive referrals without affecting the close rate.

How does the gift card play work during the holiday season to generate referrals?

The gift card play involves offering gift cards at a significant discount to existing customers, who can then give them to others. This not only generates immediate revenue but also encourages referrals, as the gift cards are meant for others.

What is the rationale behind offering a discount in exchange for referrals?

The rationale is that the cost of acquiring a new customer through referrals is often lower than traditional marketing methods. By offering a discount, businesses can effectively 'pay' for the lead with the discount amount, which is typically less than the customer's lifetime value.

How can offering additional services instead of a discount benefit a business?

Offering additional services can increase perceived value for the customer while reducing the actual discount cost to the business. This is because the cost of delivering extra services is often lower than the perceived value to the customer.

What is the concept of 'referral at success' and how can it be implemented?

Referral at success is the strategy of asking for referrals at the moment when a customer has experienced a positive outcome from the service. This could be after a transformational event, such as completing a project or achieving a goal. The business can capitalize on the customer's excitement and satisfaction to generate referrals.

What is the importance of capturing testimonials and referrals at the point of success?

Capturing testimonials and referrals at the point of success is important because it leverages the customer's peak emotional state and satisfaction. This increases the likelihood of them referring others, as they are more inclined to share their positive experience.

How can a handwritten card strategy be used to generate referrals for in-person or virtual events?

A handwritten card strategy can be used by sending personalized invitations to customers for an event, with a note (PS) encouraging them to bring a friend. This not only shows appreciation for the customer but also creates an opportunity for them to refer others to the event.

What is the 'spouse request' strategy and how does it encourage referrals?

The 'spouse request' strategy involves proactively suggesting that a customer involve their spouse in the service or product experience. By highlighting the benefits of shared experiences and success rates, the business can encourage the customer to bring their spouse, indirectly generating more referrals.

How can a business owner ensure that their referral strategies are effective?

A business owner can ensure the effectiveness of their referral strategies by consistently implementing them at specific moments, such as after a sale, during a success point, or at events. They should also track the success of these strategies and adjust them based on customer feedback and conversion rates.

What is the role of rapport in successfully implementing referral strategies?

Rapport plays a crucial role in referral strategies as it builds trust and a positive relationship with the customer. This makes customers more likely to refer others, as they feel comfortable and confident in the business's ability to deliver a positive experience.

Outlines

00:00

🔑 Unlocking Business Growth with Referral Strategies

The speaker emphasizes the power of referrals in business growth, highlighting that they lead to higher purchase rates, more frequent buying, and greater customer loyalty. They share personal experiences where a salesperson's simple post-sale question about potential referrals significantly increased sales. The speaker introduces various tactics to leverage referrals, such as asking for referrals after closing a sale, offering gift cards during holidays, and using specific strategies to convert customers into advocates. The importance of referrals in scaling a business is underscored, with the potential to increase business by 30% regardless of its size.

05:01

🎁 Leveraging Gift Cards for Referrals and Discounts

The paragraph discusses a specific strategy called 'the gift card play,' which involves offering gift cards at a significant discount to existing customers to give to others during holidays or special occasions. The gift card's value should correspond to a core service unit, and the discount should be aggressive, like 90% off. The aim is to generate leads by selling these discounted gift cards and upselling the recipients to a higher-tier service. This strategy is designed to turn the cost of customer acquisition into revenue while expanding the customer base through referrals.

10:03

🤝 Creative Referral Tactics in Sales Negotiations

The speaker outlines tactics for turning discount requests into opportunities for referrals. By offering additional services or cash incentives for bringing in new customers, businesses can increase their customer base without sacrificing profit margins. The strategy includes offering a higher perceived value, such as $400 of service for the cost of a $200 discount, and using the success moment post-sale to encourage referrals. The speaker also mentions a free course for further learning on acquisition strategies.

15:03

📸 Capturing Success Moments for Referral Opportunities

The speaker shares a strategy of capturing success moments with customers to generate referrals. By taking a selfie with a satisfied customer and using it to reach out to their network, businesses can create a personal introduction to potential new clients. This method leverages the customer's satisfaction and social proof to attract new business, creating a win-win situation where the customer feels valued, and the business gains new leads.

20:03

💌 Handwritten Card Strategy for Event-based Referrals

This paragraph introduces a strategy using handwritten cards to invite customers to in-person or virtual events, with an added twist of encouraging referrals. By including a note that allows customers to bring a friend who can attend the event for free by sharing a picture of the card, businesses can attract new leads. The event serves as a platform for social proof and relationship building, increasing the likelihood of converting attendees into customers.

👫 Spouse Involvement as a Referral Catalyst

The speaker suggests proactively involving a customer's spouse in the service or product offering, especially when the service benefits from joint participation. By highlighting the increased success rates when spouses participate together, businesses can encourage customers to bring their partners, thereby expanding their reach and potentially increasing customer satisfaction and retention.

🗣️ Emphasizing the Importance of Word of Mouth in Marketing

The final paragraph stresses the importance of consistently reminding customers to bring a friend or refer others as part of a marketing campaign. The speaker shares an example of a friend who successfully increased customer acquisition by integrating this message across all campaign touchpoints. The strategy is simple yet effective, as it leverages the power of word of mouth to attract new customers organically.

Keywords

💡Referrals

Referrals are a marketing strategy where a business encourages its satisfied customers to recommend its products or services to others. In the video, the speaker emphasizes the importance of referrals as they lead to higher conversion rates, more frequent purchases, and increased customer loyalty. The speaker shares that referrals can significantly contribute to business growth, with a focus on how to leverage them for free customer acquisition.

💡Customer Acquisition Cost (CAC)

Customer Acquisition Cost (CAC) is the total cost associated with convincing a customer to buy a product/service. It is a critical metric for businesses to understand as it helps in evaluating the efficiency of marketing strategies. The video discusses CAC in the context of offering discounts or bonuses in exchange for referrals, illustrating a strategy to reduce this cost by acquiring new customers through existing ones.

💡Gift Card Strategy

The Gift Card Strategy is a promotional tactic described in the video where businesses offer gift cards to their existing customers, which can be given to others as gifts. The strategy is used to generate new leads and sales, with the video providing a detailed example of how to implement it effectively during holiday seasons, including setting a high discount to make the offer compelling.

💡Discount

A discount is a reduction in the normal price of a product or service, often used as a promotional tool to attract new customers or incentivize purchases. In the video, the speaker discusses using discounts as a means to encourage referrals, where existing customers are offered discounts in exchange for introducing new potential customers to the business.

💡Lead Magnet

A lead magnet is a marketing tool used to capture potential customers' contact information by offering them something of value for free in exchange. In the context of the video, the speaker mentions using a service or product that would typically be given away for free as a lead magnet to attract new customers through referrals.

💡Upselling

Upselling is a sales technique where a seller encourages a potential buyer to purchase a higher-priced item or additional items. The video describes a scenario where a $200 gift card is used as a lead-in to upsell to a more expensive package, illustrating how businesses can use referrals to not only acquire new customers but also increase the value of their purchases.

💡Sales Funnel

A sales funnel is a visual representation of the customer journey from initial awareness to making a purchase. The video implies the use of a sales funnel by discussing the process of capturing leads through referrals and then nurturing those leads until they convert into paying customers.

💡Churn Rate

Churn rate, also known as attrition rate, is the percentage of customers who discontinue a subscription or stop purchasing from a business over a given period. The video mentions using referrals to offset churn by encouraging existing customers to bring in new ones, thus maintaining business growth.

💡Rapport

Rapport refers to a harmonious or sympathetic relationship between people, often established through mutual trust and understanding. In the video, the speaker highlights the importance of building rapport with customers as a prerequisite for successfully implementing referral strategies, especially when asking for referrals via text or in-person.

💡Success Moment

The success moment is a term used in the video to describe the point in time when a customer has achieved a desired outcome or result from using a product or service. The speaker suggests capturing referrals at this moment by taking a photo with the customer and using it to invite others to experience the service, leveraging the customer's satisfaction and success.

💡Handwritten Card Strategy

The Handwritten Card Strategy is a personal touch marketing technique mentioned in the video, where businesses send out physical cards to invite customers to events. The cards serve as a personal invitation and a means to encourage customers to bring friends, thereby generating new leads and strengthening customer relationships.

Highlights

Referrals are crucial for business growth, leading to higher purchase percentages, prices, and frequency.

A successful salesperson's strategy of asking for referrals post-sale increased sales opportunities by 30-50%.

Referral customers are more likely to buy premium versions and refer others, creating a compounding business growth.

The 'gift card play' during holidays can drive significant sales by offering gift cards at a steep discount.

Limiting gift cards to two per customer encourages referrals and captures new leads.

Offering a discount in exchange for referrals is an effective strategy to acquire new customers at no additional cost.

Referrals can offset customer churn by encouraging existing customers to bring in new ones.

Using the success moment to capture referrals, such as after a significant service delivery, is highly effective.

Handwritten cards paired with events can be a powerful tool for generating referrals and appreciation.

Inviting customers to bring a friend to an event can significantly increase the number of new leads.

Encouraging customers to involve their spouses in services can improve outcomes and generate more referrals.

Online challenges that emphasize doing activities together can boost participation and success rates.

Consistently reminding customers to bring a friend in all marketing materials can increase word-of-mouth referrals.

Referral strategies can be adapted to various business models, including online and service-based businesses.

Weaving referral requests into business practices can generate approximately 30% more customers organically.

Creating a sense of urgency with gift cards by setting an expiration date can prompt quicker usage and lead generation.

Referral strategies should be implemented diligently to avoid laziness and maximize customer acquisition.

The importance of rapport in successfully implementing referral strategies, especially during sensitive moments like asking for discounts.

Transcripts

I'm going to give you seven obscenely

easy ways to get customers for free that

you can Implement within this week these

tactics have made me millions of dollars

they actually work and I'll give you the

real stats that I got when I used them

in my business so you can use them in

yours you should be obsessed with

getting referrals and here's why

referrals buy at higher percentages at

higher prices they buy more often they

buy more times and they're the most

likely customer to yes refer you more

customers and so if you have two types

of customers that you can potentially

get one that cost you a lot of money and

does none of these things and one that's

free that does all of those things which

would you prefer well obviously this one

and independent of how big your business

gets 30% of your business coming from

referrals no matter you're at 100

million or 100,000 a year still grows

your business by 30% and when it's that

big and it's still free that's the type

of stuff that compounds a business into

Infinity versus having one that plateaus

because not enough people tell other

people about it so the first one is when

I looked at one of our portfolio

companies we had a new sales gu who came

in and crushed all of the records that

had ever been done on that sales team

and it was a very experienced sales team

and I was like what is this guy doing

does he have higher close rates on the

phone and he didn't have higher close

rates but for some reason he was able to

get 30 to 50% more sales than everybody

else I was like okay so how is he

getting more opportunities and so we got

on the call we listened to all the all

the scripts we're like he's not doing

anything different and so we pulled the

guy up we were like dude what are you

doing and he said I don't know um after

I close the customer I just say who else

do you know who might also want this and

I usually get like one out of three

people to send me one or two other

people and I just do that on every sale

cuz I learned that uh in my last job and

when he said that it was like this big

obvious duh that I'm sure was in the sop

at some point for the sales team and of

course people get lazy because they

don't want to scare the sale away but by

simply saying hey who else very clear

who else do you know not do you know

anybody yes no it's who else do you know

who do you think would benefit from this

who you'd want to do this with right cuz

now you're actually asking them to solve

a problem with their brain not make a

quick yes no answer which is what most

people are just going to say no I don't

know anybody let's move on and number

one this isn't going to be your

grandmother's you know referral video on

hey you should ask for referrals I'm

going to give you some very specific

strategies on what to do how to say it

in a way that'll actually get the likel

that they do it pretty high now

referrals are super valuable for a

number of reasons one is that they

compound with the business meaning

whether you're $100 million business 30%

on 100 million or 30% on 100 Grand is

still going to be 30% and so it's one of

the most scalable ways to grow business

overall the biggest companies in the

world the vast majority of what they get

is from word of mouth it's from people

telling other people and in today's

society where people are more able to

share things faster and bigger across

broader audiences and networks it

matters more than ever it's so funny

because people are like man why are my

ads they were working now they're not

everybody believes in positive word of

mouth they don't believe in negative

word of mouth but both Word of Mouth

happen because that's how this works

number two referrals who come in are

more likely to buy so they have a higher

close rate they pay more they're willing

they're more likely to buy buy a more

premium version of what you have and

they're also more likely to refer other

customers so you get three spins on the

money-making wheel from having referrals

versus a cold customer so if you have

let's say a recurring membership

business that you have 10% monthly turn

well you can obviously always keep

trying to decrease that turn but one of

the other things that will always come

out at any level so if you have a th

customer you can you turn 10% you need a

100 new customers just to break even one

of the very smart things that business

owners do is they say okay well if I can

get 10% of my customers to refer someone

every month then I can offset that churn

so that my business is stable and so by

having a consistent way to get your all

your customers to refer you 10% you can

make up for the 10% turn that you have

and the ratio between your referral

percentage and your turn percentage is

you're going to be your stable at rest

growth rate and so if you could have

even 20% referrals on 10% then it means

you're going to grow two to one and you

will keep growing 2 to one no matter how

big you get number one this is called

the gift card play so I use this dur

during holiday season so either you make

up a holiday it's like hey it's my

birthday it's my wife's birthday it's

the anniversary of the business or you

go with the standard holidays it's

Christmas it's Easter it's it's uh you

know you can make it a spring thing it

doesn't really matter you just have to a

reason why to do the the gift cards now

what you do with the gift cards it works

especially well at Christmas is that you

say that they are gifts for other people

so you offer to your membership base and

here's the here's how it works is that

you want the amount for the gift card to

be equal to one of your core unit of

service so something that you would

normally give away for free so if you

were an SEO agency you might have a

$2,000 month service okay then it would

be $2,000 is what the gift card would be

now you're like wait $2,000 gift credit

yes this is why it's so compelling if

you had a you know a garage door fixing

business and there's three elements to

your service you'd make it the base

level the cheapest level is what the

gift card would be equivalent to so

let's say you have up to $1,000 of stuff

and the lowest thing is 200 bucks then

you make the gift card one or $200 now

that step one is what you price the

value of the discount the of the the

gift card at the second element is what

you make the discount for and the

discount you want to be as aggressive as

possible and so I recommend 90% or more

discount on this so if I have a $2,000

thing 90% discount is 200 bucks you're

like wait I'm not going to make money on

this hold on the point here is what

would you already give away for free in

terms of service or product in order to

get in your customer probably a lot

especially if you know that a referral

is worth a lot of money and this is

where it gets this is where the money

this is where it gets magical okay is

that what you do is you say Hey I'm

going to be giving these gift cards away

only to my existing customers and you

can only give them to other people for

the holiday season now I'm going to

limit them this is a key Point limit two

per customer because that also gets

everyone to buy two so that they refer

you to customers and so that customer

now buys two 90% off coupons that they

have to give to two individual people

that they can't use on themselves and

when they make the purchase you say who

are you want me to make this gift card

out too and guess what happens there by

making the gift card out to somebody you

also capture the lead and so you get two

referral leads that you get paid for

this is what I'm saying you get paid for

the referral lead everybody else you

have to pay money to get leads here you

get paid to get leads all right big

difference here so whatever if you want

to get really nuanced about it you could

just make it your cost to acquire

customer but I think it's form more

compelling to make it whatever your base

unit is with the assumption that you

know that you're going to be able to

bring this person in and then upsell for

the levels of service and then use that

gift card against that and so obviously

we ran this in the brick and mor gym

space which is where I started and so we

would run say a $200 gift card which is

about a month and you get 90% off so

that people would pay 20 bucks for $200

gift card and now they look like amazing

family members they're like hey I gave

you a $200 gift card and you $200 gift

card to my gym the person comes in with

the card because you have their number

so you can text them and follow up and

then you put an expiration date on the

gift card this is very important is the

expiration on the the gift card needs to

be 30 days because you want them to use

it as fast as possible this is an year

long thing you need to put urgency to

get the lead in the door so then you

follow up and say hey Sandra G uh gave

you that gift card uh let's get you in

here and then when they come in you have

that $200 thing at the base level you

give the free month that you'd be happy

to do anyways and you get their card

right their credit card or you can take

that and say hey I think you'd be a best

suited for the $2,000 package I'm going

to take the 200 put it against that and

boom now I took my $200 gift card put it

against something that's 10 times more

expensive they got 10 really 10% off and

I still got paid 20 bucks for the lead

and to make the sale and think about the

math here so like if you have a big

customer base and you sell two per

customer and you have call it 200

customers in your base uh and you get

you know 30 of them to buy two cards

each that's 60 cards that you give out

and you're going to convert a huge

percentage of those cards so you bring

50 of those 60 in the door and you're

going to close a big chunk of those

people and depending on the price point

multiply that by your price take out the

discount there you go so you don't lose

money for three reasons one you're not

paying cost to acquire the customer two

the amount that the thing that you're

giving away as a discount is something

you should be comfortable giv away that

you would normally give away as a lead

Magnet or a free level of service just

to customer anyways and so when you have

a normal way to get a customer you

usually have some sort of promo and you

have a cost to display that promo to

people in terms of advertising you pay

neither of those costs and then you make

money because you're still getting paid

by the customer to get the gift card and

then the third way that you can offset

this is that you can still sell them

into something that's far more expensive

and so at the very worst case scenario

you make a little bit of money on the

discounted cash to give away an a level

of service that you're comfortable

giving away anyways so the second one is

super tactical and it's a very specific

point in the sales process and so when

someone comes up to you and says hey I

want to buy these Services can you give

me a discount we've all heard this hey

can you make it a little less hey can

you give me a homie hooko hey I know

somebody do you think you could uh blah

blah blah blah right so you say sure I'd

love to just give me the name of three

friends and I'm happy to give you the

discount and so by doing that you can

immediately say like because what

happens they walk into a trap because

they're they're going to like lean in as

soon as you say oh I can totally give

you that discount just give me the name

of three friends and then all of a

sudden they're like oh it's like yeah I

will happily do that if you do something

for me and be amazed at how many times

that actually works I'm like oh so if

you just want me to introduce you to

three friends for your service or

whatever you'll give me this discount I

say sure but we do that right now and

you got to make the introduction and so

by doing that you lock in three leads

they get the discount that you might

have been willing to give before I

personally never discount unless there's

a change in terms and so either I change

what I sell or they have to do something

for me and so this is the second way

which is they basically do some average

iing on my behalf and so in exchange I

give them the discount because I'm

paying that discount is my cost to get

those leads which I'm willing to pay for

if someone's asking for a discount I

mean again everything's going to come

down to what is your cost you acquire

customer normally and so if I figure I'm

going to convert one out of these three

referrals then I would say 1/3 of CAC

times three so 1X CAC your cost to

acquire customer whatever it normally is

is what I'd be willing to give as a

discount on the main thing and as you

become more experienced with this you

start to get more and more predictable

metrics and in the beginning I just want

this to work you can start fine-tuning

hey I'll give you a 100 bucks per

referral or whatever now the second way

that you can do this is that instead of

offering the discount you can offer more

service that's an equivalent amount and

the reason you do that is because let's

say I charge $200 for my thing and it

actually cost me $40 to deliver if

someone says hey can I get a $200

discount I say I'll do you one better

I'll give you $400 of service for free

if you send me the person now the $400

of service to me only cost me 80 bucks

but the perceived value of the $400 of

service actually makes it even a bigger

quote discount for them to get the thing

and send me the traffic and so it's the

second version kind of 2A and 2B of that

second strategy and if you want to hear

how to take the referral process I just

outlined and put it on steroids I have a

course that goes with this book it's

free calm down that's on my site at

acquisition. comom you can click the

leads course you don't even have to opt

in for it and just go to the Affiliates

chapter it's a 45 minute video I think

is that breaks down everything that you

can do to get more customers by

partnering with people who send you

customers on a regular basis and number

three is actually a permutation of

number two but just done instead of on

the discount you do it on the positive

you say hey so you ask for $100 discount

how about I do you one better I'll give

you $200 of extra stuff and the reason

I'm willing to do that as a business

owner you don't say this this me

explaining to you the $200 of service or

stuff might cost me 40 bucks whereas

giving $200 off the price is going to

cost me hard cost $200 and so I'd rather

give you $400 of value for 40 or 80

bucks of cost so actually reduce what my

effective discount is but I also

increase the value for the Prospect and

one of the nice valuable things here is

that you're just encouraging a customer

to use your service more or use your

product more which is always a good

thing and the fourth version of this is

one that I used all the time and it

crushed for me and so what I did was as

soon as the sale was over I would say

hey do you to know how you can get this

stuff for free and every time I did this

when we'd have our sales 30% of our

sales for every one of our promotions

would come from people using the word of

mouth the referral strategy that I'm

about to talk talk about all right so it

works really well and so at the end of

the sale they already got you already

got the card they already signed up and

you say hey by the way do you know how

to get this for free everyone leans in

they're like yeah of course I want to

learn how to get it for free so now

we're not talking about discounts we're

talking about how do I get it free and

so what you say is hey if this thing's

500 bucks you say for every person you

bring in I'll give you a 100 bucks in

cash and it was a real $100 cash check

that I would give these people and so I

had so many people I had have nurses or

teachers who had h networks of people

that they worked with on a regular basis

and said hey you want to do this weight

loss challenge with me or whatever it

was and so I would have one girl come

ref me 10 people make 500 bucks and I

would get 10 customers from this one

person now that was obviously on the

sale not on them making the

introductions that was the big

difference between the the first two and

this one is I would say it was only

after the fact after the sale that

they'd be able to get the 100 bucks but

that slayed for me I've tactically

executed this two different ways in my

career way number one is that underneath

of my contract I had all the names of

the referrals always listed out there

and that would remind me and my sales

guys to ask for that referral and also

know that that person would be

attributed back to that customer

remember I came from you know analog

brick-and mortar I printed out contracts

okay the second way is to just do the

digital way which is hey introduce me

right now with your friend which I'll

show you the real tactic on that uh in

one of the one of the future ones

because it's really good which leads me

to number five which is referral at

success and so the moment that someone

has some big thing you just finished

painting their house or you put their

garage door in or you train their dog or

you help them lose weight there's a

moment of transformation that you have

and a lot of times that's where you

capture testimonials now for sure

capture the testimonial but right

afterwards they're amped they're feeling

good they love your service they just

experienced it when you say hey you're

amazing how many other amazing people

like you do you know and usually they're

like I don't know and then they start

giggling whatever and you're like

awesome can we take a picture together

to commemorate the moment and then they

say yes it's like let me give your phone

so you take their phone you do a selfie

and say hey let's take this picture who

do you know that we can send this to

that we can invite them in so we can do

this with them and by making that ask

and you do it from their phone you text

yourself through their phone with the

picture of you the outcome and them so

if it's you and the dog or you and the

garage or just you and them skinny right

you text them and say hey this is Sandra

you should meet Alex and I used to joke

around and like be like Alex is the

coolest guy of all time he's he's the

most amazing man you should to CU like

they knew that I was texting as them um

and they would get a laugh out of it and

so mind you this is where you have to

have rapport with a customer if you

don't have Rapport then this isn't going

to work but for me this is why having it

at the success moment it's like you've

literally demonstrated the result in

front of you to someone they know and

then that person is making the

introduction being like dude you've got

to check this place out it's awesome

they have the best crepes or they have

the they totally fixed my garage and you

said you were you were looking at at

fixing it look how nice mine looks

whatever it is and that worked amazingly

well to get referrals at the point of

success and so you'll notice the through

line here is that it each of these

moments if someone ask for a discount

boom you can get a referral if you want

to get a referral you can add in a bonus

uh or you can flip the discount into a

bonus you can just ask them uh on a

regular basis hey how do you want to

know how to get this for free which slay

for me you can do the version here we're

at the point of success you take the

picture and you do the three-way

introduction all these versions work

obscenely well no matter how big your

business is to get more customers in the

door let's get the next one if you're

watching on YouTube tell me which of the

seven you're actually going to do not

what you think would be cool or what you

thought was neat which one can you do

and Implement in the next 30 days number

six the next one is a handwritten card

strategy so here's how it works you pair

handwritten cards with in-person events

or virtual events but it works

especially well for in-person events and

so if you have a member appreciation

event or some sort of Workshop or

something that you're going to be

holding on a quarterly basis or whatever

Cadence you have on I'd recommend doing

this at least quarterly if you have

especially a local business and so you

invite the customers in and it doesn't

have to be high budget it's just

supposed to have some fun have some food

it can be a pot lock whatever and so you

invite all the customers uh there and

the way you do that is you write a

handwritten card thanking them for their

patronage and saying this is your

invitation you're cordially invited to

the quarterly or semiannual uh you know

painters R R Us event whatever right and

so you invite them to this event for you

to appreciate them now you say PS This

is key PS on the letter you say if you

take a screen screen if you take a

picture of this letter and you text it

to a friend of yours they can use that

to get into the event they can have all

the food and all the drink they want and

they can come with you and if you want

just so that I know them before they

come in the door just do a three-way

text with me and you can send that

invite like you sending it to them and

by doing that you can collect a bunch of

leads and you say hey it's also all

people are welcome and so they can then

bring other people with them to your

event and when we would do this you get

30 to 50% of the room would be people

who were friends and plus ones of the

people who are coming to the event and

then at the event all day long think

about this all the people were there

love you enough to show up to your event

and so they're all talking about how

awesome you are whatever the thing is

and you're providing stuff to them

you're giving them food you're giving

them drinks you're ging entertainment

you're walking around you're kissing

baby shaking hands and so you seem like

mayor of the town so you get great

positioning and then all you do is as

you go one-on-one you say hey let's talk

on Monday hey let's get a time set up

blah blah blah blah and all you do is

you set a shitload of appointments don't

sell there just set follow-up

appointments so that it's fun it keeps

it chill and that way you can collect a

ton of leads and after they've met you

once in person they're not going to

ghost you on the next thing and the

likelihood they buy because their

friendss already there they already

literally consume something from you the

reciprocity laws that it's highest

amount and so they're really likely to

buy so uh two quick tactical things that

I learned the hard way uh don't book

these too far out like if someone's like

hey I can do it two Eastern I'm like

girl you're here right now I was like

get in on Monday I was like let's

coaching starts now let's go you know

what I mean like I would like I always

try to have that kind of like playful

Rapport so I can get people in faster

because obviously Interest wains really

quickly and so you have a very small

period of time where motivation is super

high and so we want to capitalize on

that moment and after the event happens

and I've already booked them I treat

them like a normal lead so I'm going to

still work them send reminders all the

normal stuff you do number seven is the

spouse request so this is a good one so

if you have a service that a spouse can

do with them so that could be like wine

and paint night that could be like I

said weight loss that could be therapy

that could be anything that somebody

could do you ask them so basically it

proact the obstacle so you get to be

aggressive on it and say hey does your

husband support you in this hey do you

think this would help your husband out

and or your wife out whatever and by

doing that you say hey we have an

amazing uh spouse program and we've

actually seen that people who do it with

their spouse and this is this is the key

part of it is you want to have some sort

of stat that's associated with it that

shows that oh people who do with their

spouse are three times more successful

and by doing that then it's like well

you want to be more successful and so I

would strongly like I don't use the word

mandatory and I would even say this in

the scripting I never say the word

mandatory but unless your spouse has a

reason like they their foot fell off or

they're you know about to go to the

hospital they're crazy if unless it's

one of those reasons they should come

with you because I think it's going to

it's going to it will be far more long-

lasting whatever the transformation is

it'll be far more effective whatever our

our intervention is and you're going to

have a much better experience and you'll

have support here and at home which

makes it way more likely that you'll win

and the last one is a bonus one which is

a friend of mine runs massive massive

online challenges so this isn't just

brick and mortar or just service

businesses like it works for any

business and you just have to think how

can I make this work for my business not

it won't work for my business because I

promise you that is The Voice of the

loser like beating you into losers ship

okay literally just in all messaging he

had all he did for an entire campaign

was simply remind people in every piece

of content in every piece of messaging

in every ad and every post that he did

throughout the entire campaign was he

just said hey be sure to bring a friend

it's far more likely that you'll succeed

you're going to love this if you do this

together and he just said it every time

and at the end of his campaign and he's

getting million plus customers when he

runs these campaigns so massive massive

massive scale 25 to 30% of the customers

that came in from the campaign were from

Word of Mouth were from unattributed

sources and when he didn't do this it

was almost nothing and so he attributed

that big jump to making sure that he wo

in the bring a friend that bring someone

else that you're going to be more

successful that you'd have more support

you'll get faster results if you do it

together and so I would encourage you

obviously these tactics that I just

outlined give you when someone asks for

a discount how to do it if it's the

holidays you use the gift card if

someone has a great success that's the

moment if you want to get an event you

use it to use as a referral event all of

these tools are things that you can use

at specific moments but the big

overarching one is that if you know that

you can generate about 30% of your leads

and this is just what I've seen across

our businesses by implementing these

strategies you get 30% more customers by

just asking and actually weaving this in

and not being lazy about it it's an

obscenely easy way to get customers that

are free pay more more stay longer and

refer you more customers everybody want

to get customers but ain't nobody want

to ask for referrals