The Art of Getting Referrals Presented by: Francis Jones

The Power of Exponential Growth The Nelson Mandela Death Hoax Reported in major news media outlets all over the world They got the information from Twitter 6000 tweets in less than 4 hours said “RIP Nelson Mandela” All started with 1 tweet by 1 person with less than 1,000 Twitter followers

Referrals Are Unlike Anything Else Close at a higher rate Built in “Trust Factor” and “Social Proof” You only have to pay for it when they actually convert into a customer

Embrace the Referral Mindset I believe that asking for referrals is a safe thing to do. I constantly give referrals. I expect to get referrals!

Get and Use Testimonials Help them write them. (Find out what worked) Use photos as much as possible Use audio and video testimonial Make them as specific as possible Put them on your website Use the actual letters

Encourage Word of Mouth and Referrals “Don’t keep me a secret.” “I’m never to busy to see if I can be a resource for any of your friends and colleagues.” “If you were referred to us, please let us know who we should thank.”

Recognize and Break Through Barriers Fear that you haven’t provided enough value yet. Fear you’ll hurt your relationship. Fear you’ll look unprofessional or needy. Fear of hearing no.

Receive Referrals in the Best Way Treat the prospect with royalty. Respond immediately! Referrals have a short shelf life. Update the referral source on your progress. Send a personal note of thanks along with a small gift. Encourage the new customer to thank the source.

Creative Customer Referral Programs After purchase Opened the box Pass along cards inside Reaffirms purchase, asks to let others know

When To Ask Is As Important As How Roku 1 month free of Netflix for each referral 30 day money back guarantee 45 Days After Purchase Open Rate33.4% Click Thru Rate14.7% Conversion Rate22.4% 40 Days After Purchase Open Rate23.7% Click Thru Rate12.1% Conversion Rate17.7% 35 Days After Purchase Open Rate19.8% Click Thru Rate6.4% Conversion Rate13.5%

12% List Growth In 4 Days The Big Idea: – Pay for a product – OR – – Pay with 3 referrals All done inside Infusionsoft using the: – Referral Partner Program – Referral Partner Tracking Links – Webforms – Custom Fields – s

Customer Referral Program Example The Results 5,000 people on list before 611 Customer Referrals 121 Confirmed Opt Ins 204 Customers Participated

The Process

Steps To Create 1.Create the Commission Program 2.Create the Webform process 3.Create the Referral Tracking Link 4.Create the 5.Add your customers to the program 6.Send the 7.Opt-out those that don’t Double Opt In

1. Create the Commission Program

2. Create the Webform Process Custom Fields Standard Fields But Renamed

2. Create the Webform Process Apply a tag to know they were a referral Double opt-in sent to new referral.

2. Create the Webform Process Clicking the Double Opt In gives the referral something Use the Referral Source’s Name in the Subject line Include the Personal Note from the Referral Source

2. Create the Webform Process Thank them for the referrals Show them how to get the freebie

3. Create the Referral Tracking Link Remember the code URL to hosted version of the form Choose your commission program

4. Create the Give them the option to buy it or to refer friends This link is their Referral Partner Tracking Link

4. Create the Create the Referral Link The merge field won’t work if you don’t check this box

5. Add Your Customers to the Program 1.Pull up a targeted list of customers 2.Click the Actions dropdown 3.Choose Apply Action Set

5. Add Your Customers to the Program Set the Parent as None Choose your program Turn off the notifications Make the referral cookie expire (it only needs to be there for today)

6. Send the Add another step to your action that sends the you created in Step 4

7. Opt-out Those That Don’t Confirm Setup a saved search for: Those that do have the Referral tag AND don’t have the Confirmed tag

7. Opt-out Those That Don’t Confirm

Questions?