- Referral strategy number six.
Let your client know that you'll
be asking for referrals later on.
I call that planting that referral seed.
Planting that upfront.
Let your client know.
This is, now this is very different than,
they do business with you, now you need some business,
I'll ask for some referrals.
That's tactical.
That's accidental, we don't do that.
I'm saying let your client know upfront
that you will be asking for referrals later on.
Let them know up front.
Would you like a script?
- [Man] Yes. - No?
- [Audience] Yes. (laughter)
- Would you like a script?
- [Narrator] The King of High-Ticket Sales.
World's Highest-Paid Consultant.
Media Celebrity.
Multi-Millionaire Entrepreneur.
Acclaimed TEDx Speaker.
International Best-Selling Author.
Dan Lok. (intense music)
- Here's the script.
Good morning, my name is Michelle.
I'm the owner of this business.
Before we get into what it is that you require,
I would like to let you know how
I work with our clients, would that be okay?
Would that be okay?
That's what, in sales that's called trial closers.
You're trying to get a small commitment.
And small commitment leads to bigger commitment.
So I want to, before I get into it,
I know you, you're well into business.
Before I get into it,
can I let you know kind of how we work with clients.
Would that be okay?
You, you're trying to, you're getting permission.
And then we say, - [Woman] Yes.
Sure, you know we get about 80%
of our business from referrals.
And I like working with people just like you.
What I would like to ask you is that
if you believe you get value from working with me,
you'll refer at least two people to me
who are just like you.
I'm not asking to you for them now.
I'm not asking, you for them now.
But at some stage when you believe
you've received great value, would that be okay?
Sure. You've planted the seed. Upfront.
So then when you go back to them, it's not a surprise.
You planted a seed.
The preemptive approach.
It could be 80% it could be 70%, whatever.
The number you're getting.
You refer at least two people.
Why two people by the way?
Why two people?
- [Man] 'Cause it replaces - Them, yep.
And also it's less threatening.
One is like meh, but two at least one doesn't work out,
you still have another one to go to.
If you ask for five or ten it's too many.
So two I think is a very good number.
Or two or three.
Not too many but they can say okay,
two or three I can think of a couple.
People always, I can think of a couple people.
Right?
They don't think, I can think of a dozen people.
I can think of a couple. Two, right?
A couple people.
So that's the script.
But here's the thing.
When you go back to them, when you actually
now it's time to ask for the referral,
what do you say?
(audience mumbles)
Okay, do you remember the conversation
we had a few months ago, okay.
What is it? Yep.
- [Woman] That I have,
that I have said that at some point,
I would be asking for referrals.
- If you've getting great value yep.
Okay at some point.
- [Woman] Well I now see value.
- Now I've gotten the value.
Yes, you?
- [Woman] (mumbles) I can now see value
on a scale of one to ten (mumbles)
- Okay, so have you received value, yes.
One a scale of one to ten how, how likely
you recommend me to your, to your friends or your circle?
And they would say oh ten.
And they would, oh can you think of any?
No. (laughter)
Okay, there's a problem
with that, the way we're asking it.
We wanna ask in a way that it's not desperate.
It's not bad, a round of applause for her, it's not bad.
(applause) For you as well, not bad.
But let me give you a better script.
Want a better script?
- [Audience] Yes. - Oh, that sucks.
You want a better script? - [Audience] Yes.
- That's more like it. Here's a better script.
Here's what you ask.
When you're asking for referral,
you wanna take it away, so they want it even more.
You create the urgency.
I have begin, I've been giving it second thoughts.
I'm beginning to think I may have
been overly hasty in asking for referral from you.
What? - [Audience] Ooh.
- You see I've been inundated with referrals lately.
And quite honestly I only wanna take on referrals
if we can guarantee the same fantastic
level of service that our current clients,
like yourself enjoy.
I would hate to disappoint new clients
by not being able to live up to their expectations.
(laughter)
Take it away, create the urgency.
What happens is they're like,
can you, I have friend, can you squeeze him in please?
(laughter) Please?
Hmm, okay, I'll do it.
I'll do it, just for you, 'cause you're my VIP right?
Just for you.
You see the difference in psychology?
Very different, it's very different.
You're not going please, no,
I don't even need to remind them.
You know I've been giving, and now here's the thing.
You gotta practice this shit.
(chuckles)
You can't like reading from it,
you gotta practice it.
I mean, the, the tonality, everything you gotta like,
you know, I've been giving it second thoughts.
I'm beginning to think I've been overly hasty
in asking for referral from you.
Why?
You see we have been, we have been inundated with
referrals lately and quite honestly,
I only take on referrals that we can guarantee
if we guarantee the same fantastic level of service
that our current clients enjoy.
I would hate to disappoint new clients by
not being able to live up to their expectations.
If you know somebody, now is a good time.
Simple.
Simple stuff.
You see the difference?
Language. The words that you use.
Now what you just saw is a presentation that I did
to a group of entrepreneurs.
If you enjoyed it, make sure you give me a thumbs up.
Share with me your thought, and if you have any questions,
comment below 'cause in the future,
I'm gonna take some of these questions, your questions,
and make a video out of it.
Hey, if your question is good enough,
I might just make a video like this and answer it.
And don't forget to hit subscribe, click on subscribe,
turn on the notification, click thumbs up.
If you wanna watch some of my other videos,
click on the left, right there.
Over there, let's do it.