Turning satisfaction into growth.
WHEN TO ASK
At a moment of demonstrated success.
WHAT THOSE MOMENTS ARE
A problem solved A positive comment received A renewal A milestone reached
WHY TIMING MATTERS
Satisfaction is highest immediately after evidence of value.
WHAT TO ASK FOR REFERRALS
Whether they know anyone with the same problem.
WHY THAT PHRASING
It is specific and easy to answer.
WHAT NOT TO ASK
Whether they know anyone who might need what you do.
WHY
It is too broad, and it produces nothing.
WHAT TO MAKE EASY
The introduction.
HOW
Offer to write the message they can forward.
WHAT TO ASK FOR A TESTIMONIAL
Specific questions, and use their answers.
WHAT QUESTIONS WORK
What problem did you have before What changed What would you tell someone considering it
WHY QUESTIONS RATHER THAN A REQUEST
Asking for a testimonial produces generic praise; questions produce specifics.
WHAT TO OBTAIN
Written permission to use their name and words.
WHAT TO NEVER DO
Write it and ask them to approve it Invent one
WHAT TO DO IF THEY DECLINE
Accept it gracefully.
WHAT TO DO WITH REFERRALS RECEIVED
Tell the referrer what happened.
WHY
It is how you get another.
