Why this exists
Ask yourself these questions:
Do you deliver value to your clients?
Are they happy?
Do many of them even say they're willing to recommend you?
Do the number of referrals you get reflect this?
If you answered 'yes' to these questions, then you have a Referral Gap. The bad news is that you're losing opportunities to grow your business and help more people. Your clients are constantly in situations where they could refer you, but don't.
The good news is, this workshop programme was designed specifically for you. It recognises that satisfied clients aren't the same as referring clients. That's because satisfaction is a feeling, but referring is a behaviour, And as a behavioural scientist, I know that behaviour needs to be designed for.
What you'll be able to do afterwards
Turn referrals from a 'happy accident' into a proper growth strategy for your business.
See the biggest referral opportunities hiding in your own client base.
Raise referrals in a way that matches why clients talk about you (and why most fail to do so).
Reveal the moments in your client experience when clients are most likely to refer you.
How the programme runs
There are three live, online, 90-minute sessions. You'll put what we discuss into practice in between sessions. Although human behaviour and referral psychology is fundamental to the programme, this is all about how you apply this science to grow your clients.
The Referral Self-Audit
A short audit of your own referral approach completed before session one. The first session then starts on your own numbers rather than on theory.
Be referable
You leave able to plant referral triggers without making a single ask.
- What actually motivates your clients to refer (and what stops happy clients from referring)
- The 4 points where you lose referrals
- How to get referred without asking
- One size doesn't fit all: How to get smarter about referrals
Get referred
You leave with an ask you can make without feeling pushy.
- How to ask without feeling like you're begging (and when to do it)
- The science of effectively prompting referrals from your clients
- What your client is actually risking when they refer you, and how to overcome it
- Why willing clients still don't act, and how to make sure the referral happens
Get referred again
You leave with a system that turns one referral into a pattern.
- How to fix the biggest referral opportunity you're missing out on.
- How to get the most from your biggest advocates
- Planning your next 10 referrals
- How to build a repeatable referral system in your business
The Application Pack
Every framework, template and worksheet from the three sessions, so you firm can keep applying it once the programme ends.
Referral Cheatsheet
My Next 10
Is this you?
Firm owners and principals
Referrals are your most valuable channel. Referred clients convert more easily, stay longer and refer others, so their lifetime value is far greater than any other channel. But do you invest as much in generating referrals as you do in other marketing activities? This programme is how you build the system to grow your business through referrals.
Advisers
Do referral conversations makes you wince? That's understandable. The way most advisers ask for referrals can feel like begging and risks tarnishing a good relationship. You'll leave knowing how to generate referrals without asking, and how to raise referrals in a way that feels like helping a client rather than asking for a favour.
"Your Psychology of Getting Referred workshop was spot on! Our planners are already generating new referrals from the stuff you spoke about. I had resoundingly positive feedback from attendees. One of our partners even commented, “That was great! I haven't heard anything that's hit home and prompted me to think like that in years.”"
Questions
Prefer to work 1:1?
I consult with firms to diagnose what's holding them back from generating more referrals, then design the fixes with you.
Book a call