Let’s face it. Money isn’t a bad thing! It allows you to do whatever it is that you desire and of course, deserve, in your business! But, it can also help you reach and touch more people and can be a tool for you! And if you’re in the wellness business, you clearly got into this in the first place because of your deep passion to end the struggle for other people. You also want to create more accessibility to show them how they have the ability to heal themselves, as well. So what is The Key to Generating Referrals to Double Your Income?
So, your inability to make money can prevent you from doing all of these things.
I want to talk to you about the one thing you can do to generate referrals, which will lead you to double your revenue. Just one thing!
I had a client at my community acupuncture clinic. She was that one perfect, ideal client! You know the one. You see their name in your appointment book and you just smile, looking forward to seeing them. Well, she ultimately taught me how to teach my clients to bring me referrals and better yet? To bring better referrals in a really powerful way.
It starts with asking.
This client helped me to tune into behaviors, which really stood out to me. I than began to notice these behaviors in other clients, as well. She would always ask me how my business was doing. We’d talk about acupuncture and how it was helping her and than she’d often ask me something like this, “I was talking to this lady at work and mentioned to her about the clinic, do you think you could help her with (fill in the blank)?”
She would always ask for my business cards. Every time she came in. She continued to exhibit this behavior consistently and it stuck with me. It made me see some key elements that would really make a powerful referral relationship with clients work!
But here is the thing. Referrals always start with ‘the ask’. Not all clients will ask about your business and want to pass out your cards, so it takes you asking to get the ball rolling.
Obviously, without a really positive client experience, it will be hard to move forward with this. So, make sure you are thinking about and facilitating an awesome client experience! Work on providing those amazing outcomes for them!
I know you’re afraid. I know you may struggle with what to say and how to say it.
So we’re going to work on making ‘the ask’ a skillset, which you can learn!
There are three things to know to make ‘the ask’:
1. Allow or look for the opportunity when the client opens the door
So my ideal client from above would always ask me, “How’s business Michelle? How are things going?” When I tuned into this, I started using it as my opener. I also noticed it with other clients. When they would ask about my business or how things were going, I would use it to make ‘the ask’. What better time?!
In the beginning I would say, “we’re growing, I’m still looking to grow my business and would really appreciate your referral!” The door opened right up for me to ask and I started taking advantage of that!
As my business grew, I would have clients comment about how busy I was and how many people were in the waiting room. Or they were struggling to get a spot on my calendar. That was another door being opened for me! That’s when I would say something like, “Yes, we’ve grown so much since you were first coming in, we really appreciate your business, but always looking for more people and would appreciate any referral you can send our way!”
Boom. It’s that easy to ask.
2. Reinforce It
Reinforce that initial ask by making sure that before they left, they have a took in their hands! Don’t just leave it at that initial ask. Reinforce your initial conversation by offering to give them a few business cards to take with them.
Now you’re talked with them twice! Once when they came in and again, on their way out.
3. Empower the Client
People may not know what acupuncture is or don’t know who to send to you. They’re not sure if you could help someone they may refer and they don’t want to look stupid. So, empower them and help them understand who would be a great referral to you!
Let them know that a great referral to you would be someone who is experiencing the same exact thing that you are treating them for. They know the people in their circle who suffer from similar things, and you’ll be empowering them by just letting them know what a great referral would be.
Your clients are a walking testimonial!
Don’t leave it up to them to have to explain acupuncture or whatever it is that you may do to people they encounter.
And don’t forget to thank them!
One question I get asked a lot is if you should have a referral program. Ultimately, this is what I think about referral programs.
For me, I want to deliver and awesome experience for my clients. I want to give them amazing outcomes and would love for them to spread the word about me and my business.
But I don’t want to have to incentivize them to do that.
It just doesn’t feel good to me.
Ultimately, think about what feels best to you, what matches your integrity and what you value for you and your business!