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 Rate
33.4%
Click Thru Rate
14.7%
Conversion Rate
22.4%
40 Days After Purchase
Open Rate
23.7%
Click Thru Rate
12.1%
Conversion Rate
17.7%
35 Days After Purchase
Open Rate
19.8%
Click Thru Rate
6.4%
Conversion Rate
13.5%
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
Emails
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.
2.
3.
4.
5.
6.
7.
Create the Commission Program
Create the Webform process
Create the Referral Tracking Link
Create the Email
Add your customers to the program
Send the email
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 email 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 Email
Give them the option to buy
it or to refer friends
This link is their Referral
Partner Tracking Link
4. Create the Email
Create the Referral Link
The merge field won’t work
if you don’t check this box
http://[Application].infusionsoft.com/go/[ReferralCode]/~Affiliate.AffCode~
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 Email
Add another step to your action that sends the email
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?