I think we can all agree the easiest sales calls you ever have are the ones you get through referrals. Know, like and trust plays a significant role in a consumer’s buying decision and when a previous client vouches for you….ah pure gold!
BUT, if you’re like most of the business owners I work with, you’re not so great at asking your clients for referrals. You’re often hunting down old clients months (or longer) after you’ve worked together or neglecting to ask at all.
This may shock you, but that’s not exactly the easiest way to get referrals. You know I’m right!
So, if hunting down old clients months after working together isn’t the easiest way to capture referrals then what is?
Asking during your client offboarding! *cue the balloons*
Your client offboarding process is HANDS DOWN the single best time to ask for a referral. You’re client is still “riding the high” from working with you. Their transformation is still fresh in their minds and you’ve likely just solved a big problem for them. This makes your client primed to refer to you.
If you don’t currently have a client offboarding process or aren’t sure what I’m talking about, click the link below to learn more about creating an effective client offboarding process.
<< Client Offboarding: 4 Must Haves >>
For my readers that DO have one, here are a couple of ways you incorporate asking for a referral into your client offboarding.
IN Your Exit Survey
Add a question to you exit survey that simply asks “Would you recommend this service to a friend?” If they answer yes, you can handle this one of two ways.
- Ask for the referral’s name and email. Indicate that you’ll be reaching out to this person via their (your client’s) recommendation.
- (Preferred Way) Personally reach out to any clients who say they’d recommend your services and ask why they think whoever they recommended would be a good fit. Then ask for a personal introduction. This approach is a bit more manual but oh so worth it!
AFTER Your Exit Survey
If you’d rather not include the request for a referral WITHIN your exit survey, consider asking after. This can be useful if you want to “cherry-pick” clients to ask or don’t want your exit email to feel like a long list of to dos.
All you have to do is send an email to your client post exit survey that mentions how much you enjoyed working with them and that you’d love to support one of their business friends on their journey.
PRO TIP: Automate the email.
Give specifics about what you’re looking for in a referral. For example, I say:
“If you have any friends who are also service providers who are feeling overwhelmed by client work and feeling like their time is capped, I’d love to connect with them. Can you introduce me via email?”
In Your Exit Email
I ALWAYS recommend including an exit email within your client offboarding process. The first part of this email should include Big Accomplishments/Outcomes i.e. all the awesome stuff you did for your client.
Immediately following this bulleted list, state something to the effect of how much you’d love to help someone they know get these big accomplishments too. Ask for an email introduction to someone they know who could benefit from the same transformation they have experienced.
And finally, don’t be afraid to follow up. I have gotten plenty of referrals after not getting a response to the first request for one. Remember your clients are busy too!