(upbeat music)
- When I'm talking to most service professionals,
if I were to ask you the question
where do most of your clients,
where do most of your business come from,
what would you say to me? Comment below.
Now, most people would probably say referrals,
word-of-mouth.
Now, if that's the case
that a majority of your business comes from word-of-mouth,
what are you doing to stimulate referrals?
I don't mean you hope that if you do a good job,
that your clients refer.
I mean, exactly, what do you say?
What could you do proactively to get more referrals?
Now, most service professionals, their strategy is this.
They hope.
The problem is, hope is not a strategy.
If you've followed my work for some time, you know that.
Hope is not a strategy.
Or maybe that when you ask for a referral, you ask,
"Hey, you know,
"if you can think of anyone that needs my service,
"like, please let me know."
And what does your client say?
They say, "Well, I can't think of anyone right now."
And then you're like, "Well, okay."
And then you wait and you wait and you wait,
and then what happens?
Well, nothing happens.
Today I'm gonna teach you three strategies
that you could use today to get more referrals.
Are you excited?
I'm excited.
Here we go.
Referral strategy number one.
Do you know that the word referral itself,
it is a weak word when it comes to getting referrals.
What?
Dan, what do you mean?
Yes, it is a weak word.
You do not want to use the word refer
when you're asking for referrals.
Duh, boom.
What do you mean by that, right?
It's very, very simple.
Because when you say the word refer,
refer is like something that might happen in the future.
A much better word, a much more powerful word to use is,
write it down, introduce.
Introduce, not refer.
When you use the word introduce,
see, introduce, it's now.
Present tense.
Refer is like something,
or maybe some distant future that might happen,
so don't ask your clients,
"Hey, you know anyone that you could refer to me?"
No.
"Do you know anyone that you could introduce to me
"that might need my help?"
You see the difference?
Referral strategy number two,
and that is ask permission before you even do business.
Let me give you a quick script.
Let's pretend I'm a real estate agent.
Here's something that you could say.
Now, you say it not at the end of the transaction,
but in the beginning.
"Hey, Mr. Client,
"you know my purpose is to help you
"to become so happy with the help that I will provide
"that you will gladly introduce me to at least two people
"that you really care about
"before I even sell your home
"or help you find a new home
"or find your next investment property.
"In fact, I want you to be so delighted
"with the help that I'll be providing for you
"that at the end of our transaction,
"by the time we've done business,
"I will ask you for at least two people
"that you really care about and introduce them to me.
"Does that seem fair enough?"
Now you set the tone.
It's almost like a criteria of doing business with you.
Ask for permission in the beginning, not at the end.
Number three, ask for advice, not just referrals.
Now, what do I mean by that?
Maybe you're dealing with a high-net-worth individual.
You're dealing with a highly successful person.
Now, sometimes, they may not be comfortable
putting their names on the line for you
to refer their inner circle, their friends to you.
So, you get so direct, they're like, "Hmm."
You can sense a little bit of the hesitation
from those type of clients.
So, what do you do?
Instead of asking for referrals, ask for advice.
This is advanced, this is cool.
Check this out.
You call them, you meet with them,
and first of all, you acknowledge them first.
You will say something like this.
"Hey, Mr. Client,
"I sincerely want to thank you for
"letting me to help you do A, B, C, and D,
"and I'm truly grateful."
"Imagine you were me
"and you run a digital marketing agency,
"and you want to help more people
"to generate more leads or generate more traffic
"to your website or funnel,
"and you only wanna work with people
"who are introduced to you by people that you already know.
"I'm curious, what would you do to encourage other people
"to introduce themselves to me?"
That's it.
You ask for advice, don't ask for referrals.
Now, as a highly successful person, guess what?
They'll be coming up with ideas on the spot.
They will say that you could do this, you could do this,
and this is how you can get more referrals,
you should have this, you have this ready,
you have this ready.
And guess what do you do, you go implement them.
Now, when you bring back some kind of result,
it's now very difficult for them
not to introduce someone that they know to you.
In fact, they may be, "You know what?
"I can think of someone,
"I can think of three people right now.
"I can introduce them to you.
"You know, I'll be seeing John next week.
"Maybe I'll bring it up.
"Maybe I should bring you along.
"We'll have dinner, we'll have this party."
On and on and on and on.
It is that simple.
So, ask for advice, don't ask for referrals.
By the way, those are the three strategies.
If you want to know more
when it comes to script,
when it comes to what to say to get more referrals,
tell you what, let's do a deal.
If this video gets over 100,000 views,
I'll make more videos on this particular subject.
How do you get more referrals?
How do you know what to say,
exactly what you need to say to get more referrals?
Oh, what the heck, I'll give you a bonus.
Strategy number four.
What do you do when they say no when you ask for referrals?
When you get a no,
when your clients tell you no,
or I can't think of anyone,
here's what you say.
"Mr. Client, I would love to be the person
"who you feel comfortable introducing your friends to
"who need digital marketing advice.
"Can I ask you a question?
"What would have to happen right now
"in order for us to make that a reality?"
And then you shut up,
and you take notes, and you let them talk.
And they will tell you,
"Well, you know, it's more like,"
maybe they'll give you some feedback.
"I don't like the way you do this,
"or maybe you should've done that,
"or if you do this,
"then I'll be more than happy
"to introduce my friends to you."
Great.
And then you say,
"Well, Mr. Client, let's pretend I do A, B, C, and D
"that you suggest.
"So, would you be more comfortable
"to introduce at least two of your friends to what we do?"
And they'll say, "Sure."
Boom, and that's how you get referrals.
You don't hope, you don't wait.
You proactively, you use words, you use a script.
There's a way to do this to actually stimulate referrals.
Does that make sense?
If you're sick and tired of losing control over the sale,
if you want to increase your income,
increase your sales, increase your closing ratio,
boost your self confidence.
- What up, HTC?
It's boom time for me, yeah!
I managed to close my first influencer,
and I haven't finished seizing the limit yet,
and boy, do I feel pumped.
- So, I'm in Japan,
and I've been cooperating with my influencer real well
thanks to Sifu.
I just did a 30 million yen deal,
and we closed it with a business owner in Nepal.
Yeah, I've been applying the technique
that I learned in HTC,
and it worked real well.
It worked super well.
I'm so grateful.
Yeah, thanks to HTC family and all the support,
and of course, Sifu himself.
Without him, I wouldn't be where I was today.
- Click the link here or click the link in the description
and get involved with my four-part free training series.
I'm gonna teach you exactly what to say,
but also how to say it.
There's absolutely nothing wrong
knowing how to sell your product,
how to sell your service,
even how to sell yourself.
It is the most important skill that you could master
in life or in business.
So, go ahead, click the link right now.