Start Building Killer Referral Campaigns That Will Grow Your Client Base
Can we ask you a question? Just how well do you know your clients?
Can you quickly determine who LOVE LOVE LOVES you, those who don’t, and most importantly – why?
Dream with us for a moment. Imagine if you knew exactly who in your database thing you’re incredible and would love to rave about. Imagine the kinds of relationships you could build with those clients to have them referring you to friends and friends, and giving testimonials for your business and reputation.
Too often, we see business owners completely missing a huge opportunity in their database to find and invite happy clients to refer you to their network. These raving fans are usually more than happy to become an ambassador for your business, sharing their sensational experience and giving you new leads.
And the best bit? In most cases, these referral leads are completely free AND incredibly hot. Referral leads typically close at double the rate that cold, inbound leads do. That personal vouch and recommendation of your referrer speaks very loudly to an individual, particularly in our critical and skeptical Aussie marketplace.
So, how do you find those golden nuggets in your client list to approach for referrals?
It all starts with an initial feedback survey and globally, the survey of choice is an NPS. An NPS or net promoter score is a one question survey that is typically sent out 30 days after a product or service is fulfilled (depending on the industry). This survey asks just one question:
“How likely are you to refer ABC Company to friends and family?”
The client then chooses a response from 1 to 10, 1 being “Extremely Unlikely” and 10 being “Extremely Likely). Now you know exactly who you need to be asking for warm, glowing referrals. It may sound simple but the principle is actually incredible powerful with a high response rate due to the simple nature of the question. Better yet, it gives you an actual scale for your entire client database. Of course, attention is quickly required for anyone that scores your business with a 6 or below. These guys are called “Demoters” and have the potential to damage your brand. Typically in Australia, we used to just silently vow to never again use a provider we were unhappy with. Today however with the rise of social media, its highly likely your Demoters will actively promote their bad experience so act fast.
You can then approach your top scoring clients with an invitation to provide a referral for your business with confidence, knowing that they find you pretty incredible and will do so if they can.
Of course, your NPS survey and complete Referral campaign should be automated so that every person that pays you a cent moves through the funnel like clockwork. To find out more about how to build this for hands-free automation, fill out the form on this page and we’ll be in touch right away!
