When I first started working at the Chiropractor’s clinic back in 2007 I thought that I would magically get boat loads of referrals. After all, the deal was that the chiro would “give me referrals” to help me get clients.
In this article I’m going to share 3 reasons why you aren’t getting referrals and the 3-step process to asking for and getting referrals. In order for the process to be successful you have to have a go-giver mindset, which I define below too.
Has someone ever told you they would send referrals your way? Have you ever actually gotten any?
If the answer is no, they’ve never actually sent you any qualified referrals it’s not their fault, it’s yours. Sorry to be so blunt, but it’s true, and here’s why.
Typically the person offering up referrals wants something from you – like a rent cheque or a percentage of your sales. Offering to get you referrals is like dangling a carrot in front of a bunny’s nose. Referrals are like dangling carrots, everyone wants them but you have to work to get them.
Here are 3 reasons why it’s not the fault of the Chiropractor, Naturopathic Doctor or Medical Doctor or whoever claimed they would send you referrals.
If these resonate with you read this article to the bottom where I share a proven method to getting lots of referrals.
Reason # 1: They don’t know how to communicate your business to their clients. Telling their clients that they should see the health coach, nutritionist or personal trainer is a crappy way to refer.
Reason # 2: There is no process or direct call to action. Scheduling a free consult isn’t very powerful and usually scares clients away. Not having a streamed referral line process only serves to confuse the clients.
Reason # 3: The referring person’s clients are not the right fit for your business – different niche markets or ideal client avatars. Just because you both work in a wellness center doesn’t mean their clients are a good fit for your business.
See when someone offers to send their clients to you they’re actually helping you grow your business. It’s safe to assume that they’ve worked hard to get those clients and now they are being offered up to you. This comes with a price. The price is you have to work for them too. Nothing worth anything in this world is free!
Before I dive into the 3-step process for asking for and actually getting referrals I want to plant a mindset seed. We are all busy and it’s unlikely someone will go out of their way for you to build your business when they are busy building their own business… even if it appears already successful.
Be a go-giver.
Do the work for them and make it as easy as possible on them to give you referrals. Have the mentality of, how can I serve you and what can I do to make it as easy as possible on you to help me?
No one is going to build your business for you. Yet the fastest way to build up your client base is through referrals and other people’s clients.
3-Step Process To Asking For Referrals And Actually Getting Them
Set up a meeting with the referring person so you can verbally explain what you do. A better idea would be to have the referring person run through your program so they can talk about their own experience in an authentic way.
Step # 1:
Write out a 2-4 sentence benefit drive description of what you do – like your 30 second elevator pitch. This is a script that the referring person can follow. Make sure to add in the call to action and the offer.
Example: Jane, since we are always talking about food and you’ve been complaining a lot about your low quality of sleep I thought it would be a good time to introduce a new practitioner to the clinic. I’ve brought on a nutritionist. Her name is Lori and she specializes in helping menopausal women lose the stubborn fat around the midsection (benefit).
Her program focuses on helping you balance your hormones so you can sleep through the night and feel emotionally stable throughout the day (benefit).
CTA: Right now she has a promotion going on where she’s offering complimentary hormone balancing meal planning sessions.
Offer: Would Tuesday at 10am or Thursday at 6pm work for you?
Make a personal recommendation
Since you’ve set time aside to educate the referring person on what you do, how you do it and why it’s valuable you can now create a system where the referring person makes personalized recommendations.
Example: Jane, I’d like for you to meet with Lori, our nutritionist on staff. Your back pain is partly inflammatory in nature and one of the best ways to reduce inflammation is to modify your diet and include strategic anti-inflammatory foods.
When you meet with Lori she will create a personalized plan for you and teach you which foods will help to promote healing. She has openings in her schedule on Tuesday at 10am or Thursday at 6pm, which would work better for you?
Step # 3:
Increase the KLT factor
Even if the referring person does the two steps above and properly communicates what you do with a targeted call to action it might not be enough if you are never a visible force within that setting.
What are 3 ways you can put yourself in front of the referring person’s clients without physically being their all the time?
Again, no one is going to build your business for you. Create a schedule where you “show up” in one way or another so the clients have time to get to know, like and trust you. When you are no longer a stranger then the barrier to scheduling the free appointment is lower. The client remembers the blog post, recipe or video they watched of you… you aren’t a stranger anymore.
Even if you implement only one of the 3-steps I’ve outlined above I know you will be getting more referrals in no time. When you come with a giving hand and work hard to help out the people who are growing your business for you then it’s a win-win situation all around.