Wouldn’t it be great if most of your new clients were referrals?
Can you imagine the time you’d save if you didn’t have to engage in exhausting marketing campaigns?
When it comes to filling up your client docket, referrals are king.
Getting Referrals Can Be Easy
You might be hesitant about asking for referrals because you don’t want to sound like you’re “begging” for business and don’t want to come off as too pushy (as if past clients owe you something).
I hear you. It can be scary.
However, with the right communication, you’re going to feel confident about these essential referral conversations.
4 Scripts for You
Script #1: When your client reaches a milestone
When your client reaches a milestone, it’s a huge cause for celebration. It shows that you have delivered on what you promised, and it increases trust between you and your client.
After this happens, you can open the conversation by saying something like:
“I’m thrilled you’re pleased with my work. I agree that the new site is so much easier to navigate. [Pause] I love helping people with creating attractive, functional websites. Do you happen to know anyone who needs my support?”
If your client says yes, ask her if she’s willing to dash off a quick introduction. Increase your chances of landing the client by asking to be cc’d on this initial email so that you can follow up and start a dialogue that will help you understand their individual needs.
Script #2: When you touch base with past clients
Keep track of how your clients are doing after you’ve finished their project by staying in touch with them.
This can be as simple as sending a quick email and asking how they’re doing with the specific thing you helped them on.
Try sending a message like:
“I’m thrilled the new freebie we created together is generating twice as many sign-ups to your list! I love working on these kinds of projects and helping small business owners grow their business. Do you know anyone who is looking for similar content editing services?”
Sometimes clients fizzle out when it comes to following through with their work after you complete the project, so it’s okay if they haven’t taken any huge steps forward. Your note could inspire them to get moving.
Script #3: When you hear that someone is struggling with a problem you can solve
Business owners face lots of hurdles, and having conversations about them with past clients or friends can led to a solution that benefits everyone.
You can try saying something like:
“I’m sorry to hear about how your friend’s website has been hacked. I’ve helped lots of business owners fix the problem and prevent future hacks. Do you think your friend would find my help useful? If so, would you be willing to connect us via email? My website auditing services only take an hour and she’ll be 75% less susceptible to attacks.”
Mentioning tangible results makes the person with whom you’re speaking feel more secure and informed when speaking to their friend.
Script #4: When you chat with someone about business communities
Business communities like designated Facebook groups are great places to connect with others and ask for referrals.
When you’re looking to fill up your client docket and find yourself talking to someone who mentions that they are a part of a certain business community, you can say something like:
“I’ve heard about that Facebook group! Have you noticed anyone asking questions about systems in the group lately? I’m looking for a few longer-term clients who want to work on making their businesses work smoothly. I’d love to help.”
Besides having a good rapport with the person you’re having this conversation with, it’s also incredibly valuable to know exactly what type of client you’re looking to work with. Describe the type of people who energize and inspire your work so you can avoid any clients who might drain you.
Want to Get Even Better Referral Results?
Stepping up your referral game is easy.
Create a page on your site specifically for people who might have referrals for you. This page can include sample emails they could use, testimonials to share, and tangible results you can deliver.
Providing referrers with this type of info makes their life easier. It’s a sweet bonus that will help you get even better results.
Don’t Forget to Say Thank You
Once you’ve landed a new client, don’t forget to find a special way to thank the referrer. Use your imagination to make the gesture as meaningful as possible. For example, you could send gift-cards, books, or donations to their favorite charity all accompanied by a handwritten note.
This simple action shows that you appreciate their trust in you, and it sets the stage for them to send you even more referrals when they find people who are a good fit for what you offer.
Back to You
What still holds you back when it comes to referral conversations? Are there any other scripts you would like to see?
