According to my friend Dean Jackson, there are three things you need to have a good referral.
Hi, I’m James Schramko. And this is a tip that I gave a caller on our recent SuperFastBusiness Q&A call, which we do every month inside the SuperFastBusiness membership. So enjoy my answer to my customer’s question around how to have good referrals.
Yes, there are three things you need to have a good referral. So you can definitely systemize it. Dean Jackson teaches this, so I’ll give him credit. They need to know what to say, because that’s very important. In fact, they need to know that you even want referrals. So it would be a great way they can boost their social currency by making referrals.
They don’t do it for money, they do it because for the same reason you refer people. You want the person you referred the service to, to think that you have given them a good inside tip. Like today, I referred someone I know to a Formula One documentary because he is obsessed with cars. And he hadn’t heard of it. And he’ll go and watch it. And then he’ll think that I’m clever, because I referred him to that and he loved it. So I do it for social status.
Secondly, they need to know what to say, right? So they need to know that you want referrals. They need to know what exactly to say when they are referring. So you can give them that script. And then the last thing is they need to know when to refer. So there’d be a right time or a moment or a trigger that the referral is perfect. It might be when they’re at the pub talking about life and how mystified they are about dealing with women, or how they’re feeling, that they’re confused about what it means to be a man, you know, whatever is relevant to your material.
Whenever that moment happens there, they should have that sort of trigger. Oh, it’s time to refer. Hey, I’ve got this guy. He has a fantastic program. They put the words that you put there. He helps people do blah, blah, blah, or whatever. And that’s how the referral machine happens. I’ll give you an example.
When I sold cars, obviously I’d follow up after the sale and at the time of delivery, I would say, where’s your first trip? Where are you going to go on the weekend? And sometimes they would say, I’m going to go for a game of golf. And I’d say, well, when you pull up in the car park and you’ve got your boot open, and you see all your mates there, make sure you let them know about your fantastic new car and especially who they can go and see to get their car fixed up because they’ve now got a brand new car. They’re going to feel proud. And that’s the moment when guys brag in the car park when they’re putting on their spikes, grabbing the gear out of their boots, like, look at your crappy old car. If you want a good car, I’ve got a guy. This guy, James, he could sort you out. He can fix that.
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