One of the best and most leveraged ways to generate leads is through referrals. Everyone knows that. After all, people are much more likely to do business with someone who has been recommended to them by a trusted source. But most business coaches struggle to get referrals on an ongoing basis. So how do you get more referrals, more consistently?
Over the years, I developed a super-simple process for getting loads of warm leads from people who know me, without a stitch of begging or pleading on my part–even if you don’t have any clients yet. Ready? Here it is:
Start by identifying everyone you know: this includes close friends, close and distant family members, co-workers, friends, church members, and people you deal with for personal business––such as bankers, attorneys, other professionals, the owners of your favorite restaurant, and so forth.
Once you’ve made your comprehensive list of contacts, call a friend or business colleague that you believe knows, likes, and trusts you enough to answer “YES” to the following question: “I’m expanding my coaching business and I need your help. Could you meet me for breakfast or lunch on Wednesday to discuss how you can help?”
When you sit down with them, show them your “hot bio” and your “ideal client profile.” Ask them to think of people they know who match your ideal client profile. Emphasize that this is a brainstorming session, that’s it. As they list names, write them down. Encourage them to keep going. Don’t stop until there are 15-20 names on the list. Then ask them to identify their “top ten.”
Starting with the last name on the list, ask, “What’s wrong with John? Why is he not in your top 10?” Whatever they say, you reply, “That’s okay. We’ll get rid of him.” And cross him off the list. Then do the same thing with the rest until they say, “STOP! The rest are good!”
Why do you ask this way? Because suddenly they become an advocate of those names! And they’re willing to introduce you to them. Give your friend an email template to introduce you to each other (we have one you can use). Then make the phone call using our Silver Bullet script and follow the sales process from there!
Boom! Now you’ve got 10 leads you can reach out to.
Suddenly they become an advocate of those names! And they’re willing to introduce you to them.
Finally, be sure to thank anyone who sends business your way. At the very least, send a handwritten thank you note. If appropriate, include a gift. Frequent referrers might deserve something even more personal, such as an appreciation dinner on you.
People love to feel appreciated. By thanking contacts who refer, you’re teaching them that their kindness doesn’t go unnoticed.
The result will be more referrals, more consistently.
Looking for more great business-building tips like these? Check out our FREE ebook, Secrets of a Business Coaching Rock Star!
