Broken record warning… Referrals are hands down the best way to fill your coaching client roster.
Before you even think about running ads or building out a fancy marketing funnel, you must have a solid referral system in place.
One that runs like water.
Yet… most coaches overlook the power of referral marketing.
Maybe it’s because you feel like you’ve squeezed as much water out of that rock as you can. Maybe it’s your ego fearing that people won’t think you’re legit if you tell them you need more clients. Maybe it’s a fear of rejection.
Regardless of the distractions or the fears, if you want a simple way to fill your client roster or group program, you must create a structured, user-friendly, turn-key, no-cost referral system.
It’s not enough to just ask (or maybe hope) for referrals without providing a specific, time sensitive, easy, and purposeful system for your referrers to follow.
Think about it…
…You recommend your hairdresser is someone asks you who cuts your hair….
…You recommend your chiropractor when someone you know is in back pain….
…You recommend your favorite restaurant immediately after you’ve eaten there or when someone asks….
But unless there’s a specific reason to offer a referral in the moment even people with the best referral intentions won’t follow through. Not because we’re jerks. We’re just busy.
That’s where the my STEP System comes in. It’s a four pillar checklist designed to help you harness the power of referral marketing and ensure that your referral ambassadors actively send business your way rather than simply waiting until divine timing steps in.
So, let’s take a look at the STEP System, shall we?
- Specific. If you cannot specifically articulate who you help and how, it’s virtually impossible for anyone to send business your way. So give that old 30-second elevator pitch a face-lift and make sure you can articulate the unique and tangible transformation you give your clients.
- Time Sensitive. Urgency sparks action, my friend and referral marketing works best when the referral window only opens once in a while. Just like you would if you launched an online course, keep the referral “shopping cart” open for a finite period of time. That way, your referral ambassadors feel motivated to act now rather than later.
- Easy. Please don’t expect people to put effort into sending you referrals. Keep things simple by providing cut and paste language and super simple instructions so referral ambassadors don’t get overwhelmed. This one step will easily double the number of referrals you get when you do it right.
- Purposeful. Inside my Client Surge course, I talk about the importance of creating a cause. Give your friends, clients, colleagues, and neighbors a reason to support you. It’s not enough to say, “I’d sure like some more clients”. Tap into a goal bigger than your client roster so referral ambassadors feel as though they are a part of something important.
My number one client attraction method is referral marketing. I’ve relied on it for years to fill my private client roster and group coaching programs. Even now that I invest in online advertising for my online courses, referral marketing is still the sure-fire solution I turn to when I want more clients.
So, think about your relationship to referral marketing. Do you have a structured STEP system to bring in quality leads whenever you need them? If not, it’s time to reinvest in the power of referrals. Be sure to share your thoughts over in the Coaches on a Mission Facebook Group.