Referral marketing, asking your clients to refer you to their friends and associates, is one of the best ways to connect with targeted leads.  Asking for referrals is something you should do all the time, but there are a few times when it’s particularly beneficial to do so.

Here are the top 5:

1.    Immediately after purchase

Ask your customers for referrals as soon as they complete a purchase from you.  At this time, their excitement and enthusiasm are contagious.  They will be gung-ho to get started with your material and will want to share it with everyone.

2.    Immediately after they consume the material

As soon as your client finishes with your content, ask them who they know who might benefit from what you have to offer.

How do you know this?  Ask them!  As part of your sales process, always follow up with your customers to provide advice and guidance on using the information you’ve provided.  Part of that follow-up should be a survey of some sort so you can find out when they’ve finished with the information.

3.    Immediately after they receive the main benefit from the material

This may seem to be the same as #2, but it’s slightly different.  For example, if your customer purchased your book on how to grow roses in Arizona, you might ask them how they enjoyed the book – and that would be immediately after they consumed the material.

A few months later, your follow-up sequence might ask them how they’re doing with their roses.  If they respond that their garden is blooming beautifully and they’re up for an award, they’re now receiving the main benefit of reading your book.  Ask them to tell their friends about your book!

4.    Immediately after they give you a positive testimonial

Your customer follow-up should always ask for testimonials.  When your clients provide you with a positive review, contact them and ask them if they know anyone else just like them who you could help.

5.    A month before their anniversary

When your clients are nearing their one-year anniversary as your customer, contact them and remind them of all the great things you’ve done together over the course of the year.  Ask them if they’ll share your contact details with some of their friends so you can help them, too.

This is particularly powerful if you have a continuity program.  Some companies offer a free year of membership for clients who refer a certain number of new clients.

These methods are not mutually exclusive.  You can ask for referrals whenever you want, and you can do so multiple times, even if someone has already given you referrals.  People who like to help their friends and associates will continue to want to help even more people.

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