Selz has covered how to not coach for free, avoiding common mistakes, and determining your coaching packages. By this point, you’re clear on how you can package your expertise through one-size-fits-all coaching programs, and e-books. Now that you believe in your online coaching process, and have witnessed its success with your clients, it’s time to create a referral program.
Create a Referral Program: The Power of Referrals
In the first article in this series, we covered the 80/20 rule, which states 80% of your services business comes from 20% of your clients – a referral is the most powerful example.
Your referral program should become an integral part of your marketing strategy.
Referrals reduce the risk for potential clients, which helps you tremendously. But, for that to happen, you need to be comfortable and confident when asking your clients for a referral.
I want you to bring out your journal, and ask yourself these questions:
- When it comes to asking for referrals, what is your immediate response?
- Do you feel comfortable or uncomfortable?
- Can you see it as part of your marketing strategy, or something that you do more organically?
The answer to these questions should give you insight into where you stand with approaching people for referrals.
I want to take moment and remind you that your intentions with your online coaching business are good, and people will not refer you unless it feels right for them. Don’t be afraid to ask.
You’re not the only one who needs to talk about your online coaching business. You need your customers to be consistently referring clients to your products and services, too.
If your online coaching service deals with sensitive personal information that may create an awkward situation for your existing client, provide them other ways to spread the word for you. Here are some ideas:
- Ask them to share your work on social media.
- Ask them to share and comment on your blogs.
- Ask them to refer or buy a product of yours for a friend.
- Ask them to forward your newsletter to someone that can benefit from the message.
Give your customers ways to talk about your online coaching business from their perspective to make it easier for them to spread the word for you.
You can also make asking for referrals a regular part of your closing process. Here are a few examples of how to do that:
After a powerful coaching session, or a moment when they give you a compliment, this is your chance:
Sue, you are an ideal client, and I can see you are experiencing great benefit from our time together, I’m wondering is there anyone in your network that would benefit working with me?
There is a direct relationship between a good referral system and a great business.
In addition to asking for referrals for free, you can also create a promotion around it. Contact your existing customers, in exchange for their referral you can offer them a few of these options:
- Offer them a free copy of your ebook
- Offer them a discount on something in your store
- Offer them a discount on one of your coaching sessions
- Partner up with a new business that is not competition, that needs exposure, and get free products or services you can give away as gifts for referrals.
The more you practice incorporating referrals into your business structure the more natural it will be for you.
Bottom line, you need to believe in what you are offering, and others will too!
The seven articles in this Selling Online Coaching Series will be here for you. Continue to come back and refer to these articles, reflect, and tweak as you need, until you are experiencing the success you deserve!
Above all else, the work you are doing is important, never forget that.