What to Do If Your Coaching Clients Are Terrible at Sending You Referrals

Let's be honest: referrals are awesome.

Even with all of the new technology available to you for getting clients, word of mouth is still one of the best forms of marketing out there.

That's because referrals amplify all of your existing marketing efforts. They help you build more trust, with more potential clients, more quickly. And they don't take much extra work.

On the other hand: when you aren't getting referrals, you're constantly looking for new clients and then persuading them to work with you. You have less time to focus on doing the coaching that you love. And you make less money each month.

So at this point you might be thinking, "Great, I definitely want more referrals. But isn't that mostly out of my control?"

Nope. Not at all.

There are actually three things you can do to make it more likely that your clients will send people your way. Watch the video below to find out what they are:

Summary:

There are three tactics for getting more and better referrals...

1. Ask. We sometimes assume that people will refer us automatically if we do a good job. But people are busy and sometimes they just don't think to do it. The three best times to ask for referrals are at the beginning of the coaching engagement (when they've just invested and they're excited), in the middle (when they've just told you about a great result or insight that they got), and at the end (when you're wrapping up the program).

2. Do better. The bottom line is that if you're changing people's lives in a tangible way, you're more likely to get referrals. Continue to master your craft and consider creating some part of service that's remarkable. For example, I like to have my illustrator draw my clients as their favorite superhero. It's a small thing but it personalizes the experience and gives them something to talk about.

3. Be specific. When you ask for referrals, tell the person who your ideal client is. If your description is specific, it will be easier for that person to search their mental rolodex. For example, I'd say: "Hey, do you know any other coaches who are trying to fill their client roster and increase their income this month but are struggling with sales and marketing?"

As a bonus, make it really easy for the person to send someone your way by telling them how they can connect you with their referral (email, Facebook, or phone).

Today's challenge is to choose one of those three tactics and put it into action.

Greg Faxon

Greg Faxon, 2829 Connecticut Avenue NW (Apt 513), Washington, DC 20008, United States