Let’s make a start...

Do you believe you are good at what you do and can help people who are referred to you?

Yes, of course!

No, I'm not so sure.

GREAT, just checking!

When it comes to generating referrals, which of the following statements best describes you?

I often think “I don’t really know why anyone would refer me? Aren’t they busy enough running their own business.”

I kind of know what I should be doing, but rarely find the time to actually do it. I think about referrals as arriving one at a time.

I’m OK with generating a few new referrals. I do some activity most weeks which helps me with a steady flow of referrals.

I am confident that I know EXACTLY who my ideal referral partners are and why they should refer me.

OK,

So when it comes to asking people to partner with you, how do you feel?

I absolutely hate it and I’ll avoid it at all costs.

It always feels a bit awkward, but when I do find the right person I’m ok asking after I’ve got to know them a bit.

Yep… not too bad. I like building relationships and think I’m pretty good at judging when is the right time to ask someone.

No problemo! I’m always super confident and it doesn’t phase me at all. Every no is one step closer to a yes!

Right then…

How many ACTIVE referral partners do you currently have? (by "active" we mean sending you at least one great referral every month?)

Oh...I don’t really have any!

Less than 10

Between 10 and 20 I guess!

Definitely more than 20 every month.

OK, thanks.

A specific question for you...

How easy do you find it to get partners PROACTIVELY promoting you?

It’s a nightmare. I’d love to know how to fix this.

Hmmm… don’t get me started! They rarely do what they said they were going to do.

Occasionally, I get a good partner. But, I feel like they are rare!

I’d say it’s quite easy. They just seem to get on with it and send me plenty of great referrals.

OK,

So when you do receive referrals (no matter how often or infrequent that might be) how would you grade their quality?

They are often time wasters just looking for free advice, or they aren’t really a fit for what I sell.

They’re OK I guess. No better or worse than other leads I get.

I really like it when referrals come in. They normally end up buying something sooner or later.

They are the best leads I get, AND I find them really easy to convert.

GREAT WORK...

When you get referrals how do they arrive at your business?

It's totally random, email, social media tag or DM, phone call - it’s all over the place. I have been known to miss one altogether.

They arrive via multiple routes and 50% of the time I follow up within 24 hours. The rest of the time it’s within a week.

They can come in via a few routes and 90% of the time I have it covered following up immediately.

They nearly always come in via our preferred lead magnet which is dead easy to manage and follow up. I never miss one.

This is really helping us build your report and next steps pathway...

Which of the following best describes your ability to track the source of your referrals?

I don’t have any system in place at all. I try to ask the lead if anyone referred us, but to be honest, sometimes I forget.

I use a manual system and 80% of the time it seems to work. But it’s a bit clunky and takes a lot of time and effort.

I’ve kind of got something in place but it's complex and partners don’t always use their links. It’s a bit of a mess if I’m honest.

I have a tracking system in place that is easy to use. Our partners can also check the status of their referrals at any time.

Cool, now...

What percentage of your sales currently comes from referrals? (A best guess is good enough if you’re not quite sure.)

Less than 30%

Between 30 to 50%

Between 50 to 70%

Definitely more than 70%

Thanks! That’s really helpful.

Ok, so when it comes to generating more referrals do you know where to spend your time and energy?

I’ve got no idea, so I don’t really do anything. I just wait and cross my fingers. Referrals are very inconsistent for me.

I’ve got a rough idea but it’s all quite random. Referrals tend to come in but it’s more by luck than anything else. I don’t really know how to turn them on!

There are a few things I do that seem to work, but I don’t really know how to generate a predictable flow of referrals.

I’m pretty confident that I know how to get more referrals from each partner. AND how to get more partners working with us too! I got this.

We’re on the finishing straight now!

When you’re doing your stuff around referrals which of the following best describes you?

I don’t have a plan and originate everything, every time. It’s hard work and takes a lot of time.

I tend to work from previous things I’ve done. It kind of works, but I feel like it could be a lot easier.

I feel like I’ve got most of the bases covered, but I’m very aware that it all sits with me. This definitely slows down my growth.

I have templates in place that cover 95% of the process. I find it easy and fast and it’s great that my team can respond sometimes too.

Brilliant!

Which of the following best describes you and your business? (If more than one applies, choose the one which generates you the most revenue.)

We sell physical products in store, or online.

We sell digital products online.

We provide professional coaching, training, or consultancy services.

Finally, just one more thing.

Please let us know where can we send your report?

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