Add at Least 30 New Clients per Year With Your Existing Client Base
8-Step Referrals Blueprint
This is one of the most streamlined methods I have found to create new referrals from the best advocates you have: Your past clients, and your warm audience.
What this guide is going to show you is how we re-activate warm audiences (definition of the warm audience later) and re-connect with past clients for you to create a system to constantly have new business opportunities through referrals.
These are 8 powerful steps that would increase the amount of business you get, you already have a powerful customer base and plenty of advocates that cheer for your business, either from past experiences or from the incredible service you provided, and we are not going to ask these people for a connection, but, you are going to do it so by providing value first and then asking.
You will keep your brand and your business fresh on their minds, so whenever they think about your type of services, they think of you, and also if they have friends that need the services you offer, they will think of you.
In high ticket sales, 84% of buyers start their buying process with a referral, and 90% of decision-makers are more likely to buy from a company that has been referred by someone they know and trust. So, it is a must that you are always fresh on your customer's base mind.
Here’s exactly what we’ll cover in this document:
Table of contents
  • Step 1: Content Creation Strategy:
Now, let’s dive into these steps, but before that let me tell you what tools we are going to be using and also clarify some concepts:
  • In this strategy we are going to be using:
  • Your email account.
  • Your social media accounts.
  • Your direct messages accounts:
  • WhatsApp.
  • I message.
  • Warm audience definition: A warm audience is people who already know you or that you have talked to in the past, these can be:
  • People who follow you on your social media.
  • People that have asked for your services in the past.
  • People to whom you have made a quote or a proposal.
  • People you know in the industry.
Step 1: Content Creation Strategy:
One of the main issues of why you don’t have a referral system in place is that you are not the go-to company in your area, you’re company is not perceived as the most knowledgeable or the authority in your area, this is because you don’t have a strategy to educate people, to create a disinterested contact with them, and to share your knowledge and past experiences with. This would be the purpose of your content strategy.
With this strategy, we aim for you to be reaching the right people at the right time, being the one who solves all their questions before they decide to purchase, and when they decide to, you will be the #1 option in their minds.
Plus, whenever people refer other friends to your company you are going to be able to pre-sell to them even before they make the contact, and the sale is going to be a lot easier, they’ll trust you more, and with this, you’ll be able to charge more for your work and also work with better clients. That is the power of growing your brand.
In Addition, people who refer clients to you also want to look good, they want to feel like they are the ones who know what’s going on in the market and that they have the right answers, so if they refer a person to you, it means that you are the one who increases their status because you are the best source of information and the best at what you do.
So, to do this you need to have a content creation strategy and replicate it across the major platforms out there (like Facebook, LinkedIn, Instagram, X). If you do not know where to start, don’t worry, we’ve got you covered, check out this link for a Free 10-step guide to Creating Powerful Content Strategies.

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10-Step Guide to Creating Powerful Content that Gets You More High Ticket Clients

Add 15-30 New Qualified Prospects Each Month With This Powerful Guide

So, to lead with value, and give more to people you should have at least the following posting schedule across all your social media channels:
  • YouTube: 4 long-format videos per month.
  • YouTube Shorts: 16 Shorts posts per month.
  • Instagram: 8 posts per month.
  • Facebook: 12 posts per month.
  • LinkedIn: 12 posts per month.
*This can be achieved with the content loop by redistributing your long format videos, more on this in the guide 10 steps to creating powerful content for architects.
This is an ideal scenario, with this content and posting strategy you would be on the minds of your prospects and would lead with value, but always remember: content is king. Do not sacrifice quality over quantity, it is better to do fewer posts but make them as valuable as you can.
Now that you have a strategy to instill trust and be top of mind of your past clients, let's dive into the strategy to create a referral system:
Step 2: Create Your List.
Now what we usually do when we start is to line up all of the contacts we have, and we can think of. So, what I recommend is to go through all of the sources where you have had a connection with people, and you are going to create an Excel sheet with the most information you can so you can contact them in a very organized way.
Keep in mind the person who is going to re-connect with the past clients, or the person in the warm audience, in the best scenario, the same person who made the contact and created the relationship with them in the past. For example, if it was you or a sales rep, then that person should contact them again to re-connect.
The Google Sheet would look be this one:
You can access this google sheet and make a copy for you on this link:

Google Docs

Referral List Contact - CRM

CRM tool to organize and keep track and organize you contacts with you warm audience

Once we have the Excel sheet ready to fill, you should get as many warm leads and past clients as possible for you to have leads to contact, sources to get the leads are:
  • Your personal phone numbers.
  • Your followers and the people you follow on Instagram.
  • Your followers on Facebook.
  • Your followers and contacts on LinkedIn.
  • All the email contacts and connections you have from the past.
  • All the past contacts on Houzz.
  • All followers on Pinterest.
  • Any other source you can think of.
This would lead us to:
Step 3: Pick a Platform to start and create a contact schedule.
Depending on what you like the most (i.e. you like phone calls over messages or email over WhatsApp) you should pick a platform to start re-engaging with the list we just created.
What I prefer is to start with the platform you have the most contacts on, this is because with more volume you create more possibilities for new business.
But don’t stress over this, we’ll still contact all the people through different channels, once we have contacted them via direct SMS or IMessage we’ll contact them afterward through LinkedIn or email.
The goal here is to keep the connection fresh in people's minds and remember that the best way I have found to do this is by always leading with value, not asking directly.
One of the best ways I have found to lead with value is to create a compelling lead magnet, a lead magnet is a tutorial, a step-by-step guide, a list (like this one), or a video, that would provide valuable information to a prospect of something they would like to know, like for example what to have in mind when remodeling a kitchen, 2023 best colors for homes that would never go old, 13 best practices to pick your builders… you get the idea.
You can learn more about how to build a lead magnet here: How to Create Compelling Lead Magnets That Would Have People Asking for More.

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How to Create Amazing Lead Magnets

7 - Steps to Creating Amazing Lead Magnets. Hey, I’m glad you are here, what I’m going to share with you is a very powerful guide to lead with value and captivate prospects, earn their trust and throughout the process grow your brand. But you may be wondering right now: What is a lead magnet?

Once you have picked a platform you should start contacting them through each of those platforms, on the second sheet of the document you have the contact schedule.
A few things to keep in mind are that we are going to have 12 contacts with every past client or warm prospect every year, and don’t worry, we will automatize this to make it a seamless process.
Step 4: Personalize Your Message
Remember, these are people you have already had contact with in the past, you already know them, or they already know you. So, you have to make messages personal for people to believe it’s you who is actually contacting them, and this is not a mass contact list you just have and that you don’t care about the person.
So, we’re going to take the time to write something about every contact you have, the easiest ones are the ones you already have on your phone contacts, for example:
  • Hey {{Name}}, I remembered you were looking to renovate and re-design your façade last year, how did it go?
  • By the way, I think this would be valuable for you if you are looking to make more changes: Lead Magnet – 2023 Interior Design Trends for Your Home.
This would be a little different for contacts you have on your social media, but the same principles apply, this is what you should do:
  1. Go to their profile.
  1. See what they have been up to in the past days.
  1. Write a compliment about something cool you see on your profile.
If you can't find anything to say, don’t worry, you can start the conversation with something like this:
  • Hey {{Name}} I saw you are following us on {{platform}} and I thought this would be valuable for you, I am only sending these to a few people, and you are one of those since you are following us.
  • Send lead magnet.
  • Let me know what you think and if it is valuable!
You get the strategy here; the idea is to have a warm message that people would like to see and that would actually be valuable for them or for other people they know 😁 .
There is a field to add the personalized line in the document here:
Also, you can access some scripts to contact people and get your creative juices going: 13 scripts across platforms to contact people for referrals.

Google Docs

13 Powerful Scripts To Get Referrals and Reach Out to Warm Prospects

The goal of this guide is to provide you with some general frameworks of different ways to contact people, we divide them into three different categories, past clients, past prospects you made proposals to, and people you are being referred to. In e...

Bravo! Once you have the above steps ready you can start contacting people:
Step 5: Now What? Reach Out to 100 People Every Day.
Now, here is the part of the strategy we start contacting people, you are going to start sending 100 new messages every day to these people with the pre-made scripts.
You would follow up with them up to 3 times, once a day or until they respond, whatever happens first.
Keep in mind we are only going to be doing this once, this is to re-engage with past clients or warm audiences, after this we need to start varying our message across platforms, so people don’t feel overwhelmed with your messages.
You can track the contacts you have made to the prospects on the sheet here, there are 3 blocks for each of the contacts and you can check each box with an “X” once you have made the respective contact.
Here are again some scripts to contact people and get your creative juices going: 13 scripts across platforms to contact people for referrals.
Step 6: Have a regular conversation with the person to solidify the relationship.
Once you get people to respond, you have to show genuine interest and have to try to consolidate the opener you just made, this is basically acting like a human and having a conversation with the other person.
(Keep in mind this would vary if you were having an email conversation).
One simple formula that would help you have the conversation going is using the A-C-A framework from Alex Hormozi, let’s follow up with the opening conversation above:
  • Acknowledge what they said:
  • Great, it is awesome that you were able to finish your façade renovation.
  • Compliment them on whatever they told you:
  • The new design must be looking beautiful, congratulations on making this improvement to your home.
  • Ask another question:
  • Lead the conversation in whatever direction you want, in this case, something closer to your topic.
  • Example: And what would go next? Or do you think of making any other new renovations soon?
  • Really any other question that relates to the topic you are talking about.
Step 7: Transition to the Referral
Get through a ‘normal’ amount of conversation. Think 3-4 exchanges if on the phone or messaging and 3-4 minutes if in person. Then, you’ll make them an offer to see if they’re interested.
Then lead with something along these lines:
  • ...By the way, do you know anybody who is looking to (dream outcome) in (time)? I’m taking on five (clients/projects) this next (two months/quarter).
  • oes anyone you like come to mind? (Pause if on the phone) …and if they say no…
There is a massive feature here, we are not asking them to buy anything, we are not selling to them, we are looking for the connection, we are asking if they know anyone, and if they like your services then they would also feel good by helping another friend.
*You can also spice this up a little.
  • This would be adding some referral benefit for the person, so they feel motivated to introduce you to one of their friends, this would be something along these lines:
  • Also, just so you know, we are doing a referral program, if someone you introduce us to get our service both you and them get a x% discount on your next project.
  • Tip: If you don’t like to give discounts (which most of us don’t haha) add a free bonus, something like the interior design for their living room, a coupon to buy kitchen appliances or furniture, a patio design, something creative that can captivate the other person to act.
If they have someone they know, they will likely refer you to that person and help you get that connection.
If they don’t, they reply something along the lines of:
  • Let me think about it.
  • No.
  • No one comes to mind.
In that case, you reply:
  • Okay, thank you for considering.
  • By the way, we are making guides and resources like the one I previously sent you every month, is there something you would like to see for the next month that would help you?
Usually, they would respond with something they have in mind, this is great because of two things:
  1. People start telling you what they have in mind, and you will know what your clients want.
  1. This means more targeted videos.
  1. Better marketing.
  1. Knowing market trends firsthand.
  1. And if you make the exact content, they want to see it is like permission to contact them again, leading with value, in the future.
Step 8: What do you do after you’ve reached out to everyone? Keep your list warm:
Everything we’ve done leads us to this place, you have already re-established your connection with past clients and prospects, and now the goal is to keep them warm and to have your company on their minds all year round.
Our goal is to be fresh in people’s minds, we need to do this by creating connections with them at least 12 times every year, so after the first contact is made, we would look to other platforms to connect with our audience, these connections could be:
  • Send them an interesting article on LinkedIn.
  • Sending them a video reel of a new trend that is going on through Instagram.
  • Sending them an email with a newsletter of the current design and market trends.
  • Sending them another lead magnet we created.
  • You can get creative here, the goal is to connect with the people throughout the year in different ways, so you are always top of mind.
Give regular value to your list through email, social media, etc. to keep it warm.
Final Thoughts
I know this is a lot to take in and to act on, but we have covered here an incredible plan to contact all of your prospects and reactivate them, I can guarantee you this is an incredible source of new business for you, remember, 84% of high ticket buyers start their buying process with a referral.
The most important thing here is that these are people who already know you and trust you, and you just created a system to always be fresh on their minds and will always be the go-to company since you are constantly giving them value.
And if you have a list of 1,000 contacts this would mean 12,000 warm reachouts every year, enough to grow your referral base, and with 1,000 contacts every month you would have enough outreach to do for a month. This would grow exponentially.
This is a powerful strategy that when done right would help you grow your business and constantly have new referral clients coming in, now of course, this entire process would take an absurd number of hours to do on your own every single week.
I’m talking about 16+ hours per week.
  • Creating your list.
  • Writing the personalized lines.
  • Contacting every person.
  • Keeping track of the number of contacts.
  • Organizing your leads to reach out again next month.
  • Creating the posts.
  • Analyze what’s working and what’s not.
  • Planning 12 months of contacts…
I’m also being a bit generous here, if you want to manually do all of the steps above it would take you like 5+ hours every day, so 24-30/week alone just contacting and creating plans to contact people.
Instead of trying to do this or hiring a very expensive sales rep that you have to teach everything about your business, I’m going to propose another option:
Work with me instead
You would have a 12-month referral and content creation system.
On top of that, instead of spending 20+h/week on this, you would only have to invest 1-2.
Here’s the exact process you would go through:
Step 1: Strategy and ideation.
  • We would run a deep market research to know everything about you and your company and also understand the current market dynamics.
Step 2: Create your Sales and Growth System:
In this phase we will create our most powerful systems to increase your sales:
  • Create for you a content Strategy and Organic Marketing Funnel:
  • Plan a strategy for your social media.
  • Set up your content creation system – everything you need.
  • Implementation of 12-step process to create content all year round.
  • Selection of powerful topics and video scripts made for you.
  • Creation of four powerful long-format videos for your socials.
  • Video edition for you.
  • Creation of content for all of your social media channels: Facebook, Instagram, YouTube, Twitter, and Blog posts.
  • Content scheduler to keep track of all the posts.
  • You would have a tailored 12-month plan to stimulate and orchestrate referrals – get more clients through your existing customer base. This system would include:
  • Be top of mind: 12-month plan to constantly get referrals.
  • How to get referrals without asking: scripts and guides.
  • Reactivate past clients – Get referred by your past clients.
  • Preparation of resources to lead with value: Market reports, how-to guides, market trends, design trends guides, etc
  • 8-step formula to re-connect with your past clients.
Step 3: Done with your execution.
  • Weekly or Bi-Weekly 1-on-1 meetings and strategy sessions to execute the plan perfectly.
  • Task time calculator: Know how much time every activity would require and organize your agenda.
  • Dedicated sales rep who would work your leads for you, with weekly feedback on your lead progress.
Outcomes:
  • 1.000.000 views in 90 days.
  • Add at least 30 new clients each year.
  • 15 - 30 new qualified prospects every month.
  • Increase your sales and grow your business.
  • Create an ongoing referral acquisition system that would work for you for life.
  • Show your content to new and past clients across all platforms: WhatsApp, SMS, Facebook, Instagram, LinkedIn, YouTube…
  • Nurture your leads and have a powerful sales process.
  • Boost the performance of ALL of your marketing efforts (ads, cold email, Twitter, LinkedIn, newsletter, etc.)
  • Become the go-to in your niche.
  • Win ALL of the business.
  • Get prospects to show up to sales calls pre-sold.
So, I’d be happy to fill you in on more details, explain everything further, and show you all the bonuses we have for you.
If you want to know more, book a call here:
Calendly form to book a call.
Hope to see you there, that is all for now and we will speak soon.
To Your Success,
Matt L.
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