By Gavin Klose
In an age where many people find services online, word-of-mouth is still ‘king’ of lead generation. So when are the best times to ask for word-of-mouth referrals and how do you use online tools to capture them? I am glad you asked. In fact, we hear this a lot from the many financial planning, accounting, and any other advice-based business that we speak with.
You don’t ask for referrals – you earn them with greatwill moments
For many, the idea of asking for a referral can feel awkward, especially if you haven’t truly earned your client’s goodwill. On the other hand, when you do something great for them (and create some greatwill) securing a referral is that much easier.
When that greatwill moment rolls around, you’ll find yourself in the perfect position to request a referral.
If you’re not sure what a greatwill moment is, here are some of our best examples:
- A client decides to accept your proposal.
- You resolved the problem your client shared with a highly favourable outcome.
- Your amazing advice leads to a great result.
- Your latest catch-up meeting felt great.
- You helped them achieve something, eg a loan or an insurance claim approval, or a tax deduction is heading for your client.
- Your client rates you a 9 or 10 in a Net Promoter Score survey.
- Your client leaves a 5-star Facebook review.
- After your client attends an event you’ve hosted.
Each of these feel-good greatwill moment provides an experience illustrating that you’re someone they can trust and recommend to someone else.
Once recognised, it’s time to seize the greatwill moment and ask your client to refer one of their peers to you. We call this peer-to-peer referrals.
To make your life a little easier, Feedsy has something that goes one step further in streamlining the referral process.
Making your client’s referral effortless in your greatwill moment
By now, you may feel that a little too much effort goes into asking for, providing and capturing referrals. Even though your client might feel overwhelmingly enthusiastic about your services, they’re not sure how to point their friends in the direction of your awesome services. For them, this could feel a little awkward too. Plus, you don’t want to rely on them simply passively remembering and mentioning you to others in their busy lives.
Unfortunately most business are not top-of-mind with their clients – and that’s where regular communications via email newsletters and social media can really help – and the actual act of asking (when they do think of you) can prove to be difficult.
This is where FeedsyReferrals comes in. By sending a simple link to a referrals page, we make it easier for your clients to recommend you to a friend. In essence, it’s a ‘recommend a friend’ link, which global brands like Dropbox, AirBnB and UBER have used to grow their businesses.
All you need to do is seize your moment of greatwill, inform your client by a follow-up email, say, about your easy-to-use link, and see how easy it is for them to say “YES!” when you ask for that recommendation.
If you want to streamline your referral efforts and amplify your word-of-mouth marketing, check out FeedsyReferrals today.
With referral automation, capturing warm leads after a moment of greatwill is so much easier – for everyone.