REFERRALS: THE WARM LETTER Think about the last time you referred a service to someone else maybe a doctor, bookkeeper, coach, consultant, auto mechanic, and babysitter. There are 4 simple questions I want you to ask yourself: 1. Why did you give the referral? 2. What did you say to your friend to sell the referral? 3. Did the person you re referring to ASK for referrals? 4. How did it feel for YOU to give the referral? You already know a TON about how to get clients because you help lots of other people get clients the good old-fashioned way --- referrals! The Referral Letter Template: There are 7 components to a SUCCESSFUL referral letter. They are as follows: 1. Greetings and why you are writing 2. Ask for the referral 3. Tell who you want to work with (your ideal client) 4. Tell what problems you solve 5. Tell what their referrals receive (free consultation to start) 6. Tell what s in it for them (if you have an incentive) 7. Call to action (how they specifically should send you referrals)
(Sample Letter) Dear Greg: (Greeting and why I am writing) Hi, it s Cathi Harley with Create Your Marketing Hive. I wanted to let you know that after launching my business last year, I have found great success. But I could use your support, as I want to help as many people as possible grow their business. I have expanded my business services in to include 1:1 private coaching, 1-day business workshops and a group-coaching program. I am reaching out to you today to ask if you know anyone who might benefit from my services in growing their business. (Ask for the referral) Do you know someone who has a great service or product but marketing and sales isn t their strength? Do you know someone whose business is at a stand still but they don t know why? Do you know someone who is struggling to find clients and make enough money? (Tell who you want to work with and problems I solve) I am looking to work with entrepreneurs who have a spirit of adventure and a willingness to dream big. When someone works with me, I not only teach him or her how to grow their business but I teach them how to leverage a sales model that keeps their business growing. I also make sure we have some fun along the way. I help my clients feel inspired, motivated, challenged and empowered to help take their business in the right direction UP!
(What the referral receives) Your referral will receive a Get More Clients Now session with me in person or via the phone (value $500). I can help them evaluate where their business is today and how I can help them find clients who love them, follow them, and buy from them --- and grow their business to be wildly successful by getting even more clients, making more money and gaining more free time. (Sample client) One of my clients recently rebranded her company and services while working with me as her business coach. She then launched her first 5-figure teleseminar series, wrote her first book (after 20 years!) and an iphone application! She now has clients who love her, follow her and buy from her --- and those clients have become her unofficial sales force in driving even more business to her! (What s in it for them radio station WIFM) As a thank you for the referral, I would be happy to send you a $100 gift card to either Amazon.com or CharityGiftCertificates.org (where you can donate your $100 to over 150 charities).
(Call to Action) I need you to go to your iphone or contact database in the next day or 2 and find someone who you think I could help grow their business someone who is just starting their business, struggling to grow their business or just want to take their business to the next level. All that I ask you to do is send me the person s name, email address and phone #. I would be honored if you would then just forward this email as an introduction. I will contact them and schedule a complimentary strategy session as my gift to them. Thank you in advance for your referrals and here is to a prosperous year for all of us! Warmly, Cathi Harley Queen Bee of Marketing Create Your Marketing Hive www.createyourmarketinghive.com 866-936-5920 or 562-208-4354 Join my personal hive: Facebook: cathi.harley Twitter: cathi_harley Get Your Free Report: "7 Secrets to Marketing Your Business Today!" P.S. Be sure to sign up for my free weekly newsletter that has great tips and resources on how to Get the Market BUZZING About You and keep up-to-date on my business and where you can find me at the next live event as a speaker.
(Repeat call to action) P.S.S. Don t forget to go to your iphone or contact database right away and email me your contact s information right away (and send them this email too!) so that we can get started right away in helping them grow their business to be wildly successful. Thanks again! You also want to test your letter to see what works. Send out 50-100 in your first draft. See what results you get. Tweak if needed. Do another 50-100. You should be in a continuous flow of sending referral letters and receiving referrals. I received 10 referrals from my first letter to my original 50, so I changed very little in my letter from my first round to my second round. I send out approximately 50 referral letters EACH week and I got a 20-40% success rate. Some people say send direct mail, mine were all emails with that success rate. I used the subject line I Need Your Help on Something Important. Using words like help draws people to the email. But use whatever you feel most comfortable with.
Referrals: The Warm Letter Worksheet #1 Now it is your turn to write YOUR successful referral letter: 1. Greetings and why you are writing 2. Ask for the referral 3. Tell who you want to work with (your ideal client) 4. Tell what problems you solve 5. Tell what their referrals receive (free consultation to start) 6. Tell what s in it for them (if you have an incentive) 7. Call to action (how they specifically should send you referrals)