Discover Your Coaching Niche

While experienced coaches use referrals as a key part of their marketing, inexperienced coaches often do not ask for referrals. This may be because they’re afraid of a “no”, because they do not realise the value of referrals, or perhaps they may not know how to go about it.

While this article can’t help you with being afraid of a “no”, we can set out the value of referrals, and guide you through the process of how you ask for one.

But let’s start with the “why”.

Why do experienced coaches ask for referrals? The answer is simple – it’s because it’s a personal recommendation from a friend.

And because it’s a personal recommendation:

• The contact with your new client is much more likely to result in business.
• That business is likely to be for a higher value.
• The lead-time to a decision is likely to be shorter.
• Having given a referral your referring client is likely to be more loyal (due to Cialdini’s Social Proof).
• Because you’re introduced via a trusted friend, there is inherently and immediately more trust in the relationship.

But how do you do it? The key is to systematise it – make it so it happens automatically.

We’ll examine the steps to take in the next postings.

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