Most people think the right way to do referrals is by providing some kind of incentives…
They set up affiliate programs, think up a variety of monetizing strategies, and all sorts of other complicated things.
But the reality is…
Most of your existing clients are not going to be interested in your affiliate program. They’re not going to refer you to their friends just because you’re giving them an incentive. (And by the way, usually it’s the opposite. The incentive kills the referral.)
While it’s true, you can certainly have strategic business relationships where people can bring other people to you in mass… that’s not what moves the needle when it comes to referrals.
What you really want to capitalize on is people saying, “Gosh, this is so great! You’ve got to try it!"
Because, here’s the thing...
A referral is not a product of a monetary incentive. A referral happens as a result of a conversation.
And if you deliver results for people… if you provide a dream-come-true experience in your During Unit… that conversation is already happening.
Your clients are already telling other people about you. You just don’t know who those other people are...
See, once that conversation is over, and they go home, they’re not coming to your website. They’re not emailing or calling you and make themselves visible to you…
And even if they do… even if they do become your clients as a result of their friend recommending you…
You won't know it happened unless they connect the dots for you. Unless they come to the "How did you hear about us?" box on the order form, and tell you they were referred by a friend.
That’s why, you need to have an easy way of introducing people to you. Something simple that your existing clients could use, and you could monitor and track. Something like a gift card: Easy to share, easily trackable, and makes your clients feel good sharing it.
All this to say...
These conversations are already happening. But it’s up to you to start helping your customers “spreading the joy…” and turn one client into multiple ones.