Establishing a referral pipeline

Establishing a referral pipeline

Here's some good internet marketing stuff,  enjoy!

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Alright guys, this is Derek Snowdo. We're gonna talk about business shop and today, real quickly, I'm gonna talk about referrals and what's worked for me. One of the things I found is that when I have a client doing like regular coaching one-on-one, right? Just basic one-on-one coaching. So I can only tell you from the context that worked for me. Um you just have to translate it for your own business, okay? Um, so if it's a one-on-one coaching, it's talking to them and hitting that sweet spot of referral. That is on the upswing when you are helping them to get results, okay? Whether they bought before, they just try before you buy, and when and they're a pay-to-stake client, whatever it is, when they're on the upswing of getting results, right? That is the um closest that they're going to feel to you. Um not the closest they're gonna feel to you, but that's when like that's when the trust levels are really high because you've helped them. You got them their first dollar. That's huge. You if you're doing intermarking, you for you know, for um any kind of coaching. You start when they start to see some results, they'll that they're like, okay, you're the dude, you know. When they can't picture working with anybody else, what's really good is to be like, hey, do you that's when they'll want to like you built reciprocity with them, even if they bought, right? And that's when they'll actually want to give you referrals. Asking for referrals before is just like cold is is difficult, right? Um, it doesn't mean you can't do it. Other people have figured everything out. Trust me, I'm not reinventing the wheel, I'm just repainting it for myself. But the thing is, is like I just I like the movie Lord of War, I prefer it my way, right? Um and so, but the thing though is this, and that that can be dumb at times to do, but you know, sometimes I'm dumb. But anyway, so the thing is this is like what's worked for me is like keeping track of it, like pipeline sales, you know, when you're following up with someone in your emails, and and uh, you know, you actually keep track of someone and and like you're like, hey uh Kathy, how you doing with uh you know how you know if you had if you talked to someone that was warm but they didn't buy, but you had that conversation with them, you know, your strategy call, if you will, but you actually did the strategy part. Um and they just for whatever reason didn't buy, and you follow up with them like hey, uh uh how how how are your two little dogs and everything? And by the way, I made this for you, whatever it is, and that's outside of the regular mailers, and then it goes back to the regular mailers, and they're like, Oh, that's interesting, like, right? And it could be like from your personal email address or whatever it is. Um I think, I'm not sure, but you can do it with your mailing, you can do it with your mailing program. But anyway, um just taking a second to follow up with your best lead is always something that most people don't really do, and personalizing it. Same thing with the leads, when you're talking to someone, you're working with them, and you're asking them for referrals along the way, and oh, I think I know this person, right? And you tell them one line, like, hey, this person, I'm working with this person right now, or I worked with this person, they really helped me out. Um, and he's willing to talk to you for free because I know you. So you're giving them a chance to hook them up. You've proven your value now, so now they can confidently refer you. They can confidently refer you because they know you're the real deal. And when they talk to the person, they're gonna talk with conviction, right? That's how we know how sales are done. If you're not if you're unsure about your product, you're not gonna sell anything. If you're convicted about it, that how do you think us Christians we can sell people on Jesus? We don't really sell people on Jesus, he sells himself, but we show him Jesus, right? We show people Jesus. So when we show people Jesus, um they're like, oh yeah, that's you know. So that's by just living the way that God wants us to live and showing love to them, right? Do that with your customers, show them love, say, hey, you know, it's easy for them to remember too, hey, this person is helping me like right now, like it's really awesome. Or they they helped me get like these results, whatever. And because I know you, right, um, or you know, because because I know him, he said that he'll talk to you up front for free and see how, you know, let's see if he can help. And so you're they're literally you're giving them the ability to give them the hookup, right? And so I know a lot of people have way better variations of this. This is just what I've used. Um, and the thing is that you have you also follow up. So, like, you know, because you know like how the world worked, it's not like this linear thing, it's very like murky in a way. It's not just black and white, there's a spectrum there, okay? And so when you hear about a tactic or something, you're like, oh, it's just that. It's like, no, it's not so simple. It's you know, people say they'll do a referral, but really you gotta follow up on those referrals, right? Um, you gotta work those leads to. So you have concurrently to picture a timeline where you've got your customer there, or a prospect, even you can get referrals from prospects, right? Even if they don't buy, they can still give you someone. But the the best way to get a referral, and the best referral you're gonna get, is from someone that actually has experienced the result. There's a walking testimonial. So that's so crucial to build the relationship, number one, right? Do the right approach, just like in the dating world, do the right approach, build enough rapport so that you can actually so that they want to hear back from you, right? If you get a girl's number before it's too early, they're not gonna want to hear back from you. Or if they do, they're like, Who are you? You didn't make enough impact, right? So we'll probably talk about that later, but either way, in a different podcast, but for the follow-up thing, it's about doing that right approach, building the right rapport with someone, and as you're talking to them and they're starting to in the dating world, like they're starting to really catch feelings, right? You're in the in the business world, they're starting to get results. That's when you ask them, right? That's when you ask them, hey, like, who do you you know, who do you know that has this problem? And then it's bam, like, okay, okay, write down the name next to that person, no matter if you know, even if you're just a trial, you know, uh try before you buy kind of thing, whatever it is, or if they've already bought and they're a customer. I did this and it worked phenomenally well. I followed for like for a month for one person, but that one person, that's like a you know, that was a a multi, multi-thousand dollar deal. Several, several thousand dollar deal, right? Um, and so what was good about that was just following up, just like you would on your email list. You do that with your client, and so you just write down all the people they and how hey how how's Kathy doing with her situation? Oh, she's doing better. Okay, cool, you know. Uh or this person, oh, they're struggling with, you know, let them know. I'll talk to them for free. Like, just make it, you know what I mean? And just let them know, like, hey, you know, I'm I'm how do you feel, how do you feel like your results are with me? Oh, but they're phenomenal, great. See, you're asking a question you already know the answer to, but you're asking a question that is important because they're like, yeah, like, yeah, I'm getting great results. It's like, wouldn't it be awesome if she had these results too? And that you gave it to her? Now you're attributing it to them, right? They're giving them the results, not you. You take it off of you and you put it on yourself. Uh you put it on that on them, where they get the credit for. Wouldn't it be awesome if you got them the result that results too by introducing us? Then you could do a three-way call. Uh, you could say, hey, uh, ask them if they're willing to do a three-way call if they're super shy, you know, if there's resistance there, then set a call with them on that call. And be like, hey, I'll I'll talk to you for free. And then, you know, I'll I'll talk to you for free up front and see how you're doing. You know. Um, and so because you're friends with Jenny here, I'll talk to you uh for free up front to see how how you're doing and what we can figure out here, you know. And what you're doing is you're spending time and you anchor that value in the beginning of the conversation by telling them, you know, I know I charge like 5, 10k uh for this. Um and but right now we're not at the money conversation, so I'm gonna take that off the table and let's just talk about what's going on with you, right? So now you've established this some value that you're giving them real value here. You're like, whoa, five, ten thousand dollars, right? Uh it depends on your niche. It could be two to four million dollars. Whoa, that's you know what I mean. So, but you're establishing that price range, you're like, man, that's value. I'm I'm actually getting something valuable here. That's important to do with your referrals when you first call them, because getting the referrals in enough, using that referral, that's super important. How do you use a referral, right? Um, if you don't know how to close them, right? Or you can get all the referrals you want if you don't have a way to incorporate them in. But either way, um it's just bring them into your process, just seamlessly, like a little on-ramp to your sales highway, right? So to keep a long story long, uh you can follow up with people. So write down people that you're that you're working with or talking to or gotten really good results, and be like, hey, how how do you feel like the results are so far? Awesome. Do you know someone else that would could really benefit from these same results that do you know someone else that you could help by referring them to me so I can help them get the same, so that you can help them get the same results that you got? So it's them getting them the results with the referral. And you can hook them up, you know, and they'll love you for whatever it is you want to say, a million things you can say. But the thing is, is that by following up with them and and finding out through conversations like, hey, you know, who else in your community or where about could benefit, right? And if you just sprinkle it in, just like salt, too much is too much, right? And too little is not enough, so it's just right. And you're gonna get this is how I found date referrals and follow up on those referrals, because they don't always happen just the first time. Oh, yeah, here's five people. It doesn't work that way in the real world. Not always, sometimes it does. Okay. Not for me at least in my world, because I haven't figured that out, but maybe some people have figured out how to get 4,000 referrals up front, you know, which you know, they used to have this system before they banned it, where you could enter someone's email address and it would just take all their contacts. Like they could enter in their contacts, and it would just mail their everyone on their contact list. Obviously, you can't do that anymore, but that was those were the days, weren't they? Right? So, anyway, um exponential growth, by the way. That that that was awesome before the spammers ruined it. But anyway, so I remember Facebook using that. So, anyway, referrals, the best referrals, though, are the ones from people that you you are in the process, like you've gotten them some results, even if just their first dollar online, which is a good way to illustrate it, or you know, a more like they had a victory by challenging an OCD, they faced it and they got through it, and they're like, Oh my gosh, I feel amazing! Like that moment, right? When you have these series of moments, you don't immediately just pound to be like bam, but like you know, a call or two later, like, hey, do you know someone else that would really that you could help out, you know, um, by referring them to me, you could really help that person out and get those results, the the results that they could benefit from the same results that you got, right? And so there's different ways you can word it, use your own discretion, right? But I just give them one line so they remember it. Don't try to turn them into a salesman for you. It just never works, right? Um, so just one line, and you know, if they'd be willing to set the call, always give them the option to say no, like, you know, you know, uh, just whatever, just like let that either be known, you know, like hey, like you don't feel free to say no to this, but do you you could all you know, feel free to say no to this, but do you know now that that does one or two things it can and it can cut both ways, just like almost anything can, right? I personally don't use the line, um, but it is something that can help if someone is getting good results, but they seem more like you just feel like you kind of need it a softener, right? And this is what I call that thing I call read the room, even though it's like one person or it could be many people, but you read the room. Um so either way, different subject for a different time, but you can use a softener if you need to, right? But the thing is this is keep track of those people that they've mentioned, and they might think of more people. Have you thought of have you thought of more people, right? So you're using uh some the I forgot the sales guy, he's really good at like uh what's the dude's name? But anyway, um I like the I love using the tonality. I use it on my wife all the time. It just makes her like it's sometimes it annoys her, sometimes it makes her laugh. Um, have you thought of this? Or you know, um, I love, but anyway, so the bottom line, right, is tracking your referrals uh just like you would, you know, following up on them, you know, and just slowly, gently chasing down your them, following up with them like leads, right? You you don't even have their contact information, it's following up with the person that has the referral, it just hasn't been done yet. Oh, I forgot to talk to Kelly. Oh my goodness, that's but I got busy at work, you know, right? And so you just don't want to be pushy about it, but there's gold and then their hills, especially if you're selling a high-ticket thing, this is worth it to do, right? If you're selling and if you're selling a high-ticket thing, this is so worth it to do. Um, you know, and so at the end of the day, it's you know, if you're if you think of a line, a timeline with your customer, just say they mentioned it on this date, you know, that they mentioned Kelly on this date, they mentioned Kathy on that date, they mentioned Katrina on this date. Okay, follow up with those people and follow up with them about getting that introduction to you, and then do something really cool, like yeah, you know, work with them for free for a little bit, um, you know, give them a freebie, whatever it is, something that you establish the value on, um, and something that they're singing praises for you for because you've already helped that person get start to get results. Okay, one of the last things and the hardest things to do is to ask for referral, like right at the beginning where there's no rapport, or after where they've already like taken the results for granted. Okay, and that happens. Okay, there's a cycle of excitement that happens that never really comes back the same way. Although I'm sure there's people that have engineered that, right? But I haven't. Like, I've just noticed like there's gonna be the the highest level of excitement that you're ever gonna see from that person, and you definitely want to catch it up. You want to like a surfer, you just gotta catch the wave, right? Because that's when they're most wanting to help you, that's when they're most wanting to like be there for you, and like right, you're making them feel good, and they're like, Okay, I I want to help you out, and they'll pull up the stops to help you out, and they will you know give you good referrals. So, either way, you know, you know, that's good. Testimonials are good to capture there as well, because even when they give the testimonial, you're gonna they're gonna have that natural excitement about it. Right? So, you know, a little bonus into this of referrals, but also the testimonials, that's where I really find them, you know, uh a good place for them to be like, man, this person's really helping me out like right now, like it's amazing, right? Um, and then also like afterwards, you can it just said it just seems like this person helped me, did this, my numbers were then like this. It's like, how do you capture that excitement? Dude, I just got this, but work like right? It's just so much like whoa, okay, yeah, like these people are excited about that because you can be excited, but if the people are excited, naturally, they're not acting because they're super excited about it, you know, and that's why one of the best places is from our uh to get testimonials is from a live event when you rah-ra them up, right? Um but either way, little bonus because it's in the same, you know, it's a good place to get testimonials because they're in the same upswing emotionally in their excitement about working with you and the results they're getting. So anyway, that's you know, just follow up with your your your uh you know, your referrals, you know, and you'd be surprised at how many can as you shake the tree slowly, how many can actually fall out if you actually just do follow-up, not just with the person you're working with, working with whether it's on a trial basis or a customer, right? But you know, that person could develop 10, 20 leads over the lifetime, so lifetime customer value, right, can also be looked at and like, okay, over the lifetime of this customer of us working with them, what how how much how many how many uh referrals can we shake loose from this tree? They're like orange trees, you just shake the tree a little bit and the oranges fall up, right? Um and so at the end of the day, like it is a great way to understand how to get referrals, and there's people way more qualified to tell you super interesting, advanced ways. Uh, but this is one way that I stumbled on, and I hope you liked it. So we'll talk soon. God bless.