Get my Free Sales Jumpstart Kit<\/a><\/div>\n<\/div>\n\n\n\nAsk after key activation points on user onboarding<\/h2>\n\n\n\n
This leads me to the fourth tactic that I’ve used in the past, which is also to make and ask after key activation points in user onboarding. Let’s say for example, that you’re a CRM and your customer just marked their first deal one in their pipeline. Well, what you might wanna do at that point is create a little celebratory model for them to see.<\/p>\n\n\n\n
And then from there, ask passively whether or not, they know of a friend or colleague that might benefit from your service or to direct their attention to the referral program. It might be something where it’s like, congrats on winning your first deal. Did you know that you can save $50 off your next month by referring a friend? And by celebrating this sort of win we’re building on that same principle to tactic number one, which is building on momentum.<\/p>\n\n\n\n
So in order to apply this for your own business, what you should think about are, what are some of the points of wins or success points for your customer.<\/p>\n\n\n\n
In the case where you run a services business, you might find this useful to think about on every single key milestone that you achieve with your client. So if, for example, you just completed an entire overhaul of a website. Well, you might have some sort of reward or celebratory gift that you wanna send your client because they’ve spent a ton of money on you and then at that point, what you might also include is a one pager on how important it is for referrals for your business, and then maybe offering some sort of clear incentive for them to recommend a friend or colleague to your business.<\/p>\n\n\n\n
Add in customer success calls<\/h2>\n\n\n\n
The fifth tactic that I’d share with you to get more referrals from your existing customers is to simply add in customer success calls. This can be either from your customer success team or from the sales rep that sold the particular product or service to that person. The reason why is because at this point in time, there’s probably been some form of a relationship formed with this customer. And so this can be really valuable for you to continue to build rapport with that customer, and then work in that as through a live interaction with the customer.<\/p>\n\n\n\n
As opposed to some of the tactics I’ve shared so far, which have been more passive or they’ve been through in-app experiences, this still builds on the human relationship and the ability for you to get a gauge of whether or not this customer is feeling good at that point in time.<\/p>\n\n\n\n
When you jump onto these sort of calls, what I recommend you do is you really position around the success of the customer first. Check in on whether or not they’re seeing the sort of outcomes that they’d expect from your business and then from there, make an ask towards the end of that respective call.<\/p>\n\n\n\n
You’ll often find that they are more than happy to make these sorts of recommendations because again, it pulls on that reciprocity principle that I told you about earlier in which you’ve just done a big favor of them, making sure that you are all lined on the sort of things that your prioritizing to get them more success for their business. And so naturally they wanna give you success as well for your business.<\/p>\n\n\n\n
Recognize and showcase customers more often<\/h2>\n\n\n\n
The sixth thing that I recommend for getting more referrals from your customers is to recognize and showcase your customers more often. This really builds into the relationship-building side of things. What this means is that in the case where you ever hear about your customer, doing something really impressive, it can be great to either showcase them or even just highlight them on social media and then to just continue to build a positive relationship with that customer.<\/p>\n\n\n\n
Over time, you’re gonna naturally be building up your own case studies and you might find it useful to share how that customer heard about your business. And if you work in, for example, in your case study, XYZ customer heard about this from another customer of ours, ABC, well, naturally you’re showing your other customers as well as your prospects when they’re on your website that customers are hearing about your business or service from other customers.<\/p>\n\n\n\n
This really shows the network effect for your business and it serves more than one good purpose, which is it not only teaches your customers the behavior, but it also shows your prospects that your customers tend to refer other customers, which is a positive signal for them when they’re getting your services.<\/p>\n\n\n\n
Bake it into your contract agreement<\/h2>\n\n\n\n
And then the seventh tactic that I’d share with you today, when it comes to getting more referrals from your customers, is to bake it into your contract agreement.<\/p>\n\n\n\n
This usually works best when you have a really strong relationship with your prospect, and I’ve seen it work, especially in the SaaS world, but essentially what sales reps will work in is they’ll give the customer some sort of a small discount. It might be like a 5% discount in exchange for having a clause added to the contract terms that ask the customer to introduce you to two or three other prospects that might be valuable to your business.<\/p>\n\n\n\n
Again, this has been a tactic that I’ve seen most often used with SaaS products and special enterprise-level deals. So that means anything over 10K or more, but it’s something that has worked in the past. So you might be able to try it out for yourself.<\/p>\n\n\n\n
If you liked this article, be sure to\u00a0check out my YouTube channel<\/a>\u00a0to get new videos every single week. I\u2019ll help take you from zero to self-starter as you grow your business, get more customers, and hone your business acumen. Also, feel free to share this with anybody that you think might benefit from learning how to sell digital marketing services.<\/p>\n\n\n\n