How To Get Incredible Client Referrals

In this video, we're going to be talking about referrals and case studies. My stance on referrals is that it's not a predictable way to grow your business. You know, it's the icing on the cake and it isn't the cake itself. And what I see that is prevalent in the industry is that most people, you know, they're not advertising, they don't have a proven system, and they basically operate their business by kind of whatever referrals come in. They don't have, you know, a predictable system to get new clients. And therefore they're kind of, you know, calling up all their friends and contacts and asking for referrals. And if they don't get a referral that month, they don't get any new clients that month. And it's one of those things where for people that are completely reliant off referrals, you know, if you want to go out there and double your business this year and you're doing that solely off referrals, you can't predict how many referrals you're getting. Right. It's not kind of a solid solution in order to scale your business. Now, I'm not saying that referrals aren't good, they're great. And you know, I get a lot of referrals. What you want to do is really focus on becoming a master at your craft and at getting your clients the best results known to man and getting the best results possible. And you want to have all your focus on your clients results. And as you do this, because you've got a steady stream of new clients that are just coming in like clockwork every month, you're going to have a lot of clients that are really happy and they're getting outstanding results. And what do people do when they're really happy and they're getting outstanding results? They refer other people. So really you will find that this will probably get you more referrals than anything that you've ever done. However, there's not some simple framework on how you can increase the number of referrals you're getting. It's more so having the focus on just delivering, delivering the best results that you possibly can. And the referrals will come as a byproduct and they will just be the cream on top. Yeah, you won't be building your business purely from referrals. They will just be added bonuses and added benefits that you're getting as a result of doing incredible work in your space. Now, moving on to testimonials and Case studies, having testimonials and having case studies, that is fantastic. And it definitely increases the chances of you getting clients. However, every person that starts out in the beginning are in the same situation that you are in right now. They are in your shoes. You know, they didn't have a full kind of, you know, list of case studies and clients that they could bring out, like show ponies and show everybody to make them want to buy. Right? You have to start somewhere and really where you want to start and what your focus really needs to be on in the beginning, when you don't have this long list of testimonials and case studies to kind of, you know, as like feathers to put in your cap, is you want to have your focus on intimately understanding your market and their pains and fears, hopes and dreams better than anybody else and being able to articulate that you understand your prospects problems better than they do themselves. And as you have a really strong focus on this, and if you can clearly articulate what those problems are better than any or anybody else in your space or any other consultants in your space, then naturally they're going to feel, if this person knows my problem so well and can articulate it so clearly, then they must be the best at basically providing a solution to this problem. And that's really where you want to focus on. Now when you're in the stage that you've got a whole bunch of clients, you know, they're really successful, you're getting some phenomenal results. Now it's time to start capturing those testimonials and ultimately those case studies. So the easiest place to start is obviously to get a written testimonial off them. Right. It doesn't take any camera. You don't need to do any of that. So I would suggest that you start with like, just capturing and getting like a basic written testimonial. Now, for the people that may be comfortable shooting a video for you, I would suggest that you just say, look, I don't mind if you just put together a basic video on your iPhone or on your smartphone, just illustrating what it's been like working together, you know, where you were before we started working together and where you are now and just capturing those videos. And then you can basically, I'll talk to you about how to leverage them then as you get a little bit further in your journey and you know, you got a bit more money saved up in the bank, and you've been working with some clients for an extended period of time and you got a little bit of money to throw towards this in terms of production value. That's when I would suggest that you hire a video crew to basically go out and document them and use them as a case study. A case study is generally just a little bit more detailed than what a normal short like 20 or 30 second testimony would be. It really kind of further illustrates where that person was, where you took them, and how things are so much better in their life right now after working with you. Then once you've captured those, any place is a starting point you want to get, whether it's written or iPhone or proper production crew, whatever you can get, get them. Then I would suggest really pushing towards the video side of things. However, not everybody's comfortable in front of camera or is comfortable giving you a video testimonial. Let's start with the written testimonial. They you a written one, you want to basically put them everywhere. You want to put them on your landing pages, you want to put them on your proposals, you can even put them in email signatures. You basically just want to get them, you know, in front of as many people as you possibly can. And you really want to focus on your clients results doing all the talking about how good you are. You know, the whole guru centric model is really to have somebody out there as a consultant talking about how great they are, right? And just say I'm really good. This is all the stuff that I've done. And the most powerful thing to do is really to let your client's results speak for yourself and let that be the proof in how good you are. That's where you capture it in the form of testimonials. Now let's move forward to the basic kind of iPhone video testimonial. Now this is very easy to do. People can do it very, very quickly. There's not a whole lot of involvement that it takes. They can shoot it and just send across to you. And clients generally like it if they don't mind being on camera. And again, you want to basically give them a simple framework and just say, you know, you could just tell the people in your own words you don't want to script it because if it's scripted, one, it's unnatural and you want it to feel really genuine and coming from the heart. So it needs to come from the heart. And the way that you do that is you can just say, look, if you could just say, you know, the problems that you were experiencing before working together and how I helped you solve them and where you are now and how your life, life has changed since working together. And that's a pretty simple framework to use. And you get them to shoot that. Same with a video crew. It's the same kind of format. You just send it out there. It's higher production value and you can go in and probe a little bit deeper. Now, the use in a video testimonial or case study is different from the written one, right? So with the video case study, you want to use a strategy that I call the King Kong blanket. It's where you really just cover them up and. And they can't go anywhere without seeing these videos or these testimonials. And the best way to leverage them that we've found is to put them in your email sequences that go out with like a thumbnail of the video and then it goes out to a page where they can watch that. You want to use them in your retargeting on Instagram and also Facebook ads and have those video testimonials basically come up and follow those people. Another good tip is to use them in YouTube retargeting so you can retarget people that visit your landing pages or visit your website and your offer pages on YouTube ads. So when they go over to YouTube, they've remarketed with those video testimonials and they're really just like you're just covering them up. Everywhere they look that there's people out there in the marketplace saying great things about you. And that really is selling through other people and having the results that you're providing. People do all the grunt work and heavy lifting for you. So get creative. Use them everywhere that you possibly can. You can put an email. You can put a PS at the bottom of your email signature and say PS to see some of the phenomenal results that we're currently achieving, click on this link. And then it would go through to watching that video testimonial. Once you've collected a whole bunch of these video testimonials, then you just want to do some basic editing and put them all together as one master testimonial that has the best pieces from all those video testimonials that you can kind of leverage and use across all those different channels where it's really a summary and it kind builds into a crescendo of all the positive things that people are saying about you. And a side note on that, with those individual video testimonials, you want to list them all out individually in like one after another on your landing page. So when people look at it, they're like, oh, wow, that's just undeniable proof. Like, there's like, 10, 15 different testimonials, and it's from all different walks of life. So you don't just want to get, like, video testimonials from one type of customer or just females and not males. You want to have a nice mix and a kind of different list of avatars of your customer. So you really cover off all the different types of people that you work with. So to recap, you know, you don't want to rely on referrals as your sole way to get new customers. And by going through this process and providing your clients amazing results, you get more referrals than you've ever had doing anything else. Now, another thing is you also want to get to that point where you're collecting as many testimonials and video testimonials as you possibly can and then leveraging to that to do a lot of the selling for you and a lot of the grunt work and answer any of those hesitations that people might have from working with you through past case studies and, you know, successes that you've had with other clients. And then you want to use them and leverage them across all media channels that you possibly can to cover people in the blanket of the success that you're achieving in your space. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. 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