Do you want to know the single biggest thing you can do to increase the conversion rate of your website or any marketing collateral?
It’s simply adding more testimonials to your business. Having testimonials is very important because it’s what gives people confidence in your product. The true measure of a product or service is what other people say about it. Testimonials will also get you more referrals.
In my latest video, I will share with you 3 easy steps that will get you more referrals. This is a video that you do not want to miss.
Why get referrals?
I’m sure you’ve tried marketing to customers that know nothing about you. It’s a pretty big mountain to climb. However, if you get a referral form someone that’s already been a happy customer, then that new person is going to be at 50%, maybe 80% and even 90% up that mountain so it’s much easier to convert that person into a customer.
Now if you’re asking for referrals, this is best done either face-to-face or on the phone. I know you can do it over email as well but it’s just not as effective. So what I would suggest you do is that you put aside an hour or two hours in your schedule–put it in your calendar–maybe at least once a month.
Once you’ve set aside that schedule, what you’re going to do is you’re going to follow these three steps that I’m going to share.
The reason why there are 3 steps to this is you can’t just come out and say “Can I have some referrals please.” It’s just coming on a little bit too strong. What you need to do is ask a couple of leading questions first to make it much easier for you to say yes later on.
Let’s play a bit of scenario here. Imagine you’re on the phone talking to one of your customers. At some point in the conversation after you’ve helped that person, you can go in there and transition into your leading questions.
How are you going to do that? Well you can begin by saying, “It’s been great working with you but at this point I’d really love some feedback. Would you mind if I ask you a couple of quick questions?”
When the person says “sure” then you can segue into your three questions.
The first question to ask your customer would be: “What did you think of our product and service?”
The reason why this is so important is to flush out any issues–if there are any–that they will raise at that particular point. Are you willing to solve those? You will need to resolve them before your customer is going to give you referrals.
But if your customer is unhappy or uncomfortable with some aspect of your service then he or she will be less likely to refer. What you need to look out for is a negative and try to help that customer with that. Maybe you can schedule another time to call them about referrals later on.
If your customer says wonderful and positive things then you can proceed to the next step.
“Can I have some referrals please” is not the right question to ask, so never say this.
The right one to ask would be “How would you feel about recommending us to other people that you know?”
Your customer is likely going to have again one of two reactions. If he or she says “I feel a bit uncomfortable or I’m not really prepared”, this is where you transition and say, “Do you mind if I ask why?”.
It’s important that you ask this because there might be something that is holding your customers back, something that they haven’t fully explained. You need to deal with and address that issue.
However, if your customers say “Sure, I’d be happy to,” you can proceed with the last step.
“Who are three people that you know that I should perhaps talk to?”
The reason why we say three people is because straight away it gets people thinking. If you just say “Could I have some referrals?”, people might give you 1 or 2. But if you ask for 3 then they’re going to stretch themselves further. They’re going to start thinking harder.
Once your customers get into a bit of a flow, you might find that they’ll give you 5 or 6 or 10 and that’s fantastic. What you’re going to say next is, “How do you suggest I contact these people?” and they might make an introduction for you. Or your customers might give you their email addresses or their phone numbers.
When you have their contact details, you can pick up the phone and give those people a call. You can say you were referred by such and such. Or maybe you can jump on email and see if you can agree on a time to chat.
Formulas and 52 Ways
So this is the 3-step formula, the three questions to ask to help you to get more referrals. We also have 4 questions that will help you to get more testimonials.
If you want to learn other magic formulas, awesome tools and strategies to help your business grow, come to our 1-Day Business Workshop, 52 Ways. In just one day, you’ll learn a wealth of information that has been condensed into 52 strategies that can be applied weekly for an entire year.
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