Since referrals are by far the single most effective way for IT business owners to secure new clients, I’ve decided to post a simple process and script I learned years ago from Tony Robbins that will enable you to generate MORE qualified referrals than you ever thought possible.
But first, a few pointers:
- This script assumes you are doing a GREAT job for your clients, communicating with them frequently and doing everything possible to deliver amazing customer service. MOST businesses do a mediocre job at keeping their customers happy; meaning, if they don’t complain, they must be happy. Not true. If you use this script (or any referral marketing) and generate zero or very few new referrals, you should take a serious look at how you are servicing your customers.
- In order for this script to work, you must ASK for referrals. Some of the people reading this are too lazy and fearful to do this. If that’s you, save yourself some time and stop reading here. This isn’t a magic bullet.
- The reason this script works so well is because you are asking the client to make the introduction, NOT just give you someone’s name and phone number. This is CRITICAL to the success of this process. Too often people get names and then take it upon themselves to call the referral out of the blue. Remember, this person doesn’t know you. By getting the person referring them to make the introduction with a phone call or e-mail, you have a much better chance at not only getting them to take your call, but to be more receptive to your message.
Now, here’s the script:
How To Ask Customers For Referrals:
“Hey John – as you probably know we get most of our clients through word of mouth and referrals, and you happen to be one of our best clients…and, quite honestly, I’d love to have a lot more like you. Ideally we are looking for (insert a description of your ideal prospect: CEOs of small or mid-sized companies with 5 or more employees…).”
“I was wondering if you knew of anyone who fits that description that you would feel comfortable introducing me to?”
If no, you’re done. If yes…
“Great! Would you be willing to call or e-mail (him/her), introduce me and then see if they would like to talk or set up a meeting with me? I’ve found that if you make the introduction rather than me calling out of the blue, it’s less intrusive and doesn’t put the person on the spot. Would you be willing to do that?”
They should say “no problem;” if they say no, then they really don’t want to refer you. Once they say “yes” then…
“Excellent! And you know what? When you call (John), why don’t you let him know that we’ll do a free network health check and give him two free hours of support since you referred him to us. That way we can provide value in advance and determine if we are a good fit for him without any cost or obligation to hire us. Does that sound okay to you?”
If yes, then say…
“I’ll send you an e-mail outlining what the network health check is and the 2 free hours offer so you can forward it on to (John).”
Want to get your hands on more marketing ideas like this one? Then make sure you register for an upcoming IT marketing seminar titled, “The 9-Step Marketing Secret That Will Flood Your Computer Consulting Business With All The Sales and High-Paying Clients You Want…EVEN In A Down Economy.”
For the full details: www.sellmoresolutions.com
The first 47 to register will receive a special bonus report on 25 easy and inexpensive ways to market your business in a recession, which includes real-life examples and campaigns from other IT business owners that are driving sales and growing despite the financial crisis everyone else seems to be suffering from. Supplies and seating are limited.
Posted via web from Robin Robin's Managed IT Services Sales Training
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