Let’s talk about getting referrals. Here’s what’s interesting when you network with people and ask them how they get new customers. Most of them are going to probably tell you something like, “I just asked for referrals,” or “My business is referral-based.” However, what they’re really communicating to you is this—they’ve hit capacity. They don’t have any intention of going past their comfort zone. Because they feel like it’ll increase their workload too much or that they don’t have the team or systems in place, and they don’t want to admit it.
A lot of business owners say, “Yeah, I got referrals coming in and I’m all good,” or “I’m not really focused on marketing right now.” Answers like those are usually a dead giveaway to where their mindset is at. Or where their systems and team are at.
If you want to get more referrals, I found a very strategic way to acquire them. Here’s what I did:
First, I made a list of all the people I’ve done business with over the years. Then, I made a list of the people I could do more business with based on that list.
Next, I approached those people and asked them, “How can I be an upsell for you and your customers?” Instead of saying something like, “Hey, you got any referrals or anybody who needs my services?” Ask them if there’s any way you can incorporate your service offering as an upsell for their current customers—and that you’ll compensate them for that. Everyone appreciates a referral kickback.
I talk about how you can get referrals effectively in fuller detail in my latest All Virtual Lesson. Watch it here.
(Make sure to join the All Virtual – Delegation and Staffing for CEOs FB Private Group so you can view the whole video.)
I help burnt-out CEOs grow their emotional & financial bank account | From Unemployed in a coma to $100 Million in Customer Success.