BRX Pro Tip: How Do You Encourage Clients to Refer?
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, here’s something that I think is really important if you’re going to have a sustainable business. It’s a question that comes up quite a bit, I think. How do you encourage your existing clients to refer new clients to you?
Lee Kantor: [00:00:22] Yeah. That’s everybody’s dream, to have that one client you have now have them refer other clients to you. That way you don’t have this big, you know, customer acquisition challenge. You just have to do good work and then your client’s going to refer other clients to you.
Lee Kantor: [00:00:36] You know, that’s what we all dream to happen. But in order for it to happen, you have to put systems in place and processes in place that encourages your clients to refer new clients to you. This doesn’t happen just by magic or just because you want it to. A lot of clients don’t want to refer you other clients because they’re afraid that if you’re doing work for them, that somehow you’re not going to have time for themselves. So it’s kind of self-serving in a way that they don’t want to refer you because they want to keep you their secret.
Lee Kantor: [00:01:08] So, a way to encourage your clients to refer new clients to you is something that we do is we always ask our guests to suggest and reach out to other people like themselves to also be a guest. Make it very easy for them to refer guests to you, and guess what? They will do it because it makes them look good. They get to be a hero that they connected somebody to be on a show. That helps them kind of feel good about themselves, and they don’t mind making that referral.
Lee Kantor: [00:01:40] They’re not necessarily saying, hey, buy Business RadioX’s services, but they are suggesting somebody who probably meets the right profile that could be a client. And then, now it’s up to you to be able to move them into becoming a client. And since we spend a lot of time reverse-engineering our clients shows to be about their best prospects, anybody they refer obviously, any guest they refer will typically be a good prospect for us. So that works very well in our favor.
Lee Kantor: [00:02:12] This way, by doing this, by creating this kind of simple way to help our guests help us, it’s a win-win. It helps them look good. It helps them serve their community, but it also helps us get in front of people who might be able to benefit from our services. So if you can create a system that is a win-win, that helps your client get something that they desire and also help you get something you desire, which is a new client, then you have a great system in place and a great chance to grow your business organically through your existing clients.
