Slide deck for John Spence webinar on getting more referrals.

1. The Keys to Referability
• Welcome to the
webinar. We will
begin at 1 PM with
two very quick polls.
• Be sure to have a
notepad out – you
are going to take a
lot of notes!!

2. Quick poll – 2 questions
• I am recording this webinar and will send it
to all of you.
• I have created several worksheets that you
will be able to download…after you take a
brief survey.
• If you would like a free copy of my newest e-
book “Letters to a C.E.O.” just send me an
email and I will send it to you right away!
john@johnspence.com

3. Simple… but NOT Easy!!!!
And the first step is the hardest…

4. You and your
business
MUST be…
Remarkable

5. YOU have
to BE
talent!

6. Tom Peters
• Top level consultant
• Crazy level of research
• Work for Fortune 500 firms
• Work with top CEOs
• International work
• Important awards
• BIG events
• Best selling books
• Work for White House

7. What would you have
to do in order to have
you / your business
considered among the
best in the world at
what you do?

8. Top Talent

9. Valued Differentiation x Disciplined Execution

10. Before you can expect ANY referrals…
Towering competence
Team of top talent
Quality products
Great service
Reasonable price
Unique and valuable
Be truly remarkable!

11. Build it into the agreement…

12. • If I exceed your
expectations, in addition
to my fee I am going to
ask you to send a
minimum of 20 strong,
personal referrals to
anyone you feel would
find great value in the
sort of work I do.

13. Thank you so much!
It is absolutely MY pleasure, I am extremely
glad you are pleased… You know, in 20 years
of doing this I have found that 99.9% of my
NEW clients come from happy current clients
telling their fiends and colleagues about my
programs. So the very best possible way to
thank me would be if you could send a strong
personal note of referral to anyone you feel
might also benefit from the sort of work I do.

14. Thank you!!!
• Well, don’t keep me a secret!
• I hope you’ll tell lots of people.
• My pleasure – and it would be great if
you could help spread my name
around.
• Well, the best thank you is a bunch of
referrals.

15. Tim Sanders: Love Is The Killer App

16. Cultivate
HUBS

17. Tim Sanders: Love Is The Killer App

18. How the Best Get Better
Strategic Coach: Dan Sullivan

19. Add REAL value through Social Media

21. Identify
Ideal
Customer
Refer
Ideal
Customer
From John Jantsch: The Referral Engine
You MUST have a referral process

22. Know
• Referrals
• Ads
• Business card
• Networking
• Associations
• Clubs
• Community involvement
• Charity involvement

23. Like
• Brand
• Website
• Social media
• Blog
• Newsletter
• Office/building
• Reception / greeting
• Appearance

24. Trust
• Certifications
• Awards
• Degrees
• Client list
• Testimonials
• Guarantee
• Reputation

25. • Free Trial
• Small investment
• Beta Test
• Discounts
• Special offers
• Limited time
• Break up your offer
Try

26. Buy
• Special offers
• Discounts
• Customization
• Appearance
• Customer service
• Hours
• Returns
• Unique services
• Terms
• Payment options

27. Repeat Buy
• Special offers
• Discounts
• Customization
• Unique services
• Customer service
• Special Terms
• Payment options
• Loyalty programs
• VIP programs

28. Referrals…

29. Ideal Client

30. Ideal Client Referral Worksheet
1. Describe in detail what your “Ideal Client” looks like.
2. What are the “triggering events” that cause them to buy from you? What
happens in their world that makes them need/want to do business with
you?
3. What is special / unique / valuable about the way you solve their
problems? Why, specifically, do your customers choose you?
4. What sort of thing might I hear someone say that would help me know
they need your help?
5. What is the best way for me to introduce them to you?
6. What else do I need to know?

31. Be great at
GIVING
Referrals

32. Referral Network Process
• I am very impressed with your business and would like to refer
you to some of my friends and clients. But to make sure I refer
super high-quality customers to you… would you please take a
few minutes and fill out this referral worksheet so I can better
understand your business and who you are targeting.
• To help you fill it out in detail, I have attached a copy of the one
I did on my business – that will give you an idea of what I am
looking for on your worksheet.
Then take their sheet and refer as many
quality people as you possibly can!!!!

34. EARN
and
ASK!!!

36. If you have any questions at all please do not hesitate to send a note.
My email address is: john@johnspence.com
My website is: johnspence.com
My twitter address is: @awesomelysimple
Please connect with me on LinkedIn and Facebook
Also, you might find value in the ideas I share in my blog. You can sign up for it at:
www.blog.johnspence.com
You will receive a link to a brief survey about this webinar, after you complete the survey you will receive
a link to download these slides and all of the worksheets.
PS – Don’t keep me a secret!!!!!
http://bit.ly/johnspencesurvey