Referral Marketing 

for

Digital Agencies

A STEP-BY-STEP RESOURCE

Referral marketing is all about getting people on your side based on your reputation and what you can do for their contacts. It’s a process of winning a person’s confidence and impressing upon them how good you are at what you do. The end goal; blowing them away to the point that they’d be willing to introduce you to someone they know who you can do it for also. There’s your foot in the door, the barrier broken down.

Use these resources to get your Referral game going, track your efforts and start winning!

  • REFERRAL MARKETING CHECKLIST
  • REFERRAL MARKETING SUCCESS TRACKING
  • INTRODUCTION EMAIL SCRIPT

STEP 1

IDENTIFY

Create a list of potential partners, complementary to your business, who sell to the same clients that you do.

STEP 2

CONTACT

Make contact and ask for a quick phone call, the goal being to see if they are interested in looking at a win-win partnership.

STEP 3

STAY IN TOUCH

Organise and diarise a regular meeting with this contact.
The meeting has a set agenda, the most important item on the agenda is to define and ask each other for a referral or introduction.

STEP 4

INTRODUCE YOUR REFERRAL


It’s time to show your contact some value, prove to them that you’re not just in it for yourself.
Ensure you help your partner get their connection, even if you need to introduce them to someone who is closer to you than they are.

STEP 5

ASK FOR A REFERRAL


Try make it as easy and hassle free as you can.
Give them a script that they can use to simply send an email to both you and the potential prospect, introducing you and letting you take over.
This is key to closing the deal as you won’t just be a cold caller, but a trusted contact who has been introduced.

STEP 6

SUGGEST THEY EMAIL YOU AN INTRODUCTION AND YOU CAN TAKE IT FROM THERE


“If you don't mind, could you send them an email copying me in, introducing us. I'll take it from there and explain what we do. If you wouldn't mind introducing us though as a recommendation that would be brilliant.”
We’ve provided you with a script below!

STEP 7

GIVE PRIORITY TO THE LEAD



This referral is a lead opportunity given to you based on someone else's relationship, reputation and an existing trust. You need to give it priority as they tend to not come any warmer than this.
So reply to the introduction as soon as possible, thanking the introducer and book a face-to-face meeting as soon as the referred party is ready.

STEP 8

CLOSE THE SALE



There is no reason why seeking referral requests using this type of process cannot be a part of every client, friend or colleague meeting you undertake. It is much easier to close a sale from a prospect that you were recommended to, than from a cold call.

STEP 9

COPY AND PASTE!

The only thing holding you back is knowing how many leads you want.
A recurring meeting, once a month with 10 high quality partners could give you a great stream of premium referral-based leads per month.
Now, how would that transform your business?




Referral marketing is all about getting people on your side based on your reputation and what you can do for their contacts. It’s a process of winning a person’s confidence and impressing upon them how good you are at what you do. The end goal; blowing them away to the point that they’d be willing to introduce you to someone they know who you can do it for also. There’s your foot in the door, the barrier broken down.

ROI

How much money am I making for the effort I am putting into getting referrals?



Benefit divided by Cost

NEW CUSTOMERS

How many referrals have become customers?


New customers who came by way of referral divided by Total number of referrals (as a percentage)

Call this your Client Conversion Rate

MONTHLY

How many referrals per month?


With your Client Conversion Rate. Ask yourself:

How many quality referral partners (meetings) do you need to set up to meet this equation?
Meet this KPI each month. 

TIME

Is it worth your while?


How many hours VS How many new referrals


A simple email script that you can provide your friend, family member or colleague with. Using this script, they can send an email to the prospect, copying you in, and introducing you. The benefit of an email coming from someone they know as opposed to someone they have never met before will make all the difference.

[SUBJECT] A quick intro: [YOUR NAME] from [YOUR COMPANY]

[COPY]

Hi [REFERRAL'S NAME],

I thought you could benefit from meeting a contact of mine, an expert in digital marketing.

I know that [YOUR NAME] can do wonders for your online presence, so I wanted to introduce you to them.

[YOUR NAME] is an expert in [INSERT SERVICES].

I hope this intro benefits you both!

Kind regards,

[REFEREE'S NAME]

How many referrals have become customers?

www.seoresellersaustralia.com.au
Ph: 1300 014 416
13 William Banks Drive, Burleigh Heads, Queensland, 4220 Australia