subject: Get More Coaching Clients From Referrals [print this page] If you don't have a referral system in place then you are leaving money on the table and missing a great deal of business. Referral business can be some of the highest quality business a coach can get.
Word of Mouth vs. Referral Marketing.
Word of mouth marketing happens when one of your customers just happens to mention you business to someone during conversation. It is not planned on your part or their part it just happens. This is a great way to get business but a strategic plan to get referrals is far more effective. Develop a system to get qualified referrals by definition a system has a series of steps or activities that provide predictable results.
To Get Referrals You Must Ask for Them
Most coaches know this is true but they have a reluctance to ask for a referral because they feel as if they will be imposing on the customer or they fear that they will be refused.
Stop and think about that logic. When you have had a great experience in a business and you like the proprietor are you willing to refer others to that business? Of course you are and so are your customers. They just don't think about how important it is to you and your business until you tell them. When you talk to your customers about the fact that your business is built on good service and the referrals of satisfied customers they are more than happy to make an effort to support you and your business.
When your client referrers someone to you they become the go to person or the person who is in the know. This brings them a sense of satisfaction and pride in knowing that they have helped you and the person they referred to you.
How to Ask for a Referral.
Most coaches don't ask for referrals and when they do often they do not ask in a manner that is effective. Most coaches say something to the effect of "if you know anyone who could use my services would you tell them about my business"? Anyone is a pretty broad statement and it gives me no sense of who you want me to refer.
Help your clients out by letting them know who you want them to refer. Suggest they refer you within a specific group that you know they belong to, specify a specific problem that you can help them with, or any way you can help them narrow down the field.
By being specific you allow the person making the referral visualize the referral in their mind. Can you refer anyone to me is far different than do you know anyone who involved in or considering a major life transition like a relationship, job, or location change?
The second question gives them a much clearer picture of the perfect referral for you. Because they are extremely clear on whom you are looking for they are often able to picture a few people in their mind.
With a clear plan to get referrals you will see your business grow.
