Imagine a world where you could clone your best clients. Sounds amazing, right? The good news is, it’s already happening all around you.

How? Because nearly every business I talk to gets customers through word of mouth—and I bet you do, too. Let’s admit it: referred clients are the best.

They’re less skeptical, don’t haggle over price, and are easier to sell to. They’re also more satisfied and loyal. But here’s the problem: Most businesses take referrals for granted.

So, when I ask, “What do you do to get more of them?” the room usually goes silent.

If you want to get more of these awesome customers, then this is for you.

How Many Referrals Will You Get?

Joe Girard is repeatedly recognized by the Guinness Book of World Records.

Not for having the longest mustache in the world or balancing 88 spoons on his body…

But instead for being the world’s greatest salesman.

He was known for a rule called the “Rule of 52”—claiming that one satisfied customer could refer you to 52 other people.

Now, let’s be realistic. Even if we cut that number in half, is your business getting 26 referrals per customer? Probably not.

Most local businesses get 1 to 3 referrals per customer. So, yeah, there’s plenty of room for improvement.

Get More Referrals With the EAR Formula

No, we’re not talking about biting off someone’s ear if they don’t send referrals (leave that to Mike Tyson). Instead, we’ll use 3 simple steps to dramatically increase your referrals: E-A-R.

E - Earn

First, you have to earn those referrals. Giving customers what they expect isn’t enough. You need to go above and beyond.

Why? Because satisfied customers don’t refer much. But amazed customers? They’ll talk about you to everyone—like a proud mother bragging about her overachieving kid.

So, how do you amaze your customers? Think outside the box. Deliver value they didn’t expect. Maybe it’s a free gift. Maybe it’s a follow-up call a few days after they buy to see how they like the product.

Make them think, “Wow, they really care!” When you do, they’ll happily bring you more clients than your mother-in-law gives you headaches.

A - Ask

It sounds simple, but 99.9% of businesses don’t ask for referrals.

Here’s the thing: you don’t need to woo your customers like you're proposing on one knee for a referral. Just ask.

Here’s how to do it:

Offer prizes, discounts, or coupons for every referral.

Host events and have your customers invite their friends.

Or, simply ask them to refer you to others.

Don’t complicate it. Just ask, and you’ll be surprised how far it takes you.

R - Recognize & Reward

Would you reward your dog if it peed all over your $5,000 rug? Nope. You reward it when it behaves.

The same goes for referrals. When a customer refers someone, make a big deal out of it. Call them to say thanks, or send a box of chocolates.

Either they’ll eat the chocolates, or their dog will—hopefully not while peeing on the carpet.

The point is, recognizing and rewarding referrals encourages more of the same behavior. When people feel appreciated, they’re motivated to do more.

SO,

Use the EAR formula to start multiplying your referrals. Earn your customers’ trust, ask for the referral, and reward them for their loyalty. You’ll be amazed at how simple actions can make a huge difference.

Talk Soon,

Jorge

P.S.

Want me to Come up with the Ultimate Referral Strategy for your business? Get in contact today, Fill out a form, and we’ll figure out how to get your referral machine up and running in no time. Click HERE