Daily Task: 15 minutes
Distribute yesterday’s blog post or Quickcast. Instructions here.
Project Focus: Referrals
The best new clients come from your current clients.
Today: look at your schedule.
Make a list of every client with an appointment.
Beside their name, write the name of their spouse; their workplace; and their BFF.
Your project today is to invite one new client to your service for every existing client you meet.
We call this “affinity marketing” because you’re inviting the people with highest affinity to your brand (the closest, strongest connection.)
The conversation should go like this:
“Hey Martha, I was thinking about your husband Jack today. How’s he doing?”
“Oh, pretty well. You know, he’s pretty steady.”
“Where does Jack work out?”
“He does some stuff in the basement.”
“Do you think he’d join you here for a workout if we asked him together?”
—then invite Jack to join before Martha leaves your studio. Send him a text, or ask her to send him one. Pick up the phone and call him while Martha’s standing beside you.
Here are some other examples:
Hair Salon: “Hi Jenny, I remember you mentioned your sister Laura loves getting her hair done too. Has she found a place she likes?” “No, she’s still hopping between salons.” “Why don’t you bring her with you next time? We’ll make it a sister’s day!” —then book an appointment for Laura while Jenny is still there, or help Jenny invite her through a quick message.
Massage Therapy Clinic: “Hey Tom, I recall you mentioning that your co-worker Steve was having some back pain. Has he gotten any help with that?” “Not yet, he’s been really busy.” “I’d love to see if we can help him out. Why don’t we send him a quick invite to come in and try a session?” —send Steve an invitation while Tom is still in the clinic, or have Tom reach out to him on the spot.
Dog Grooming Service: “Hi Lisa, your neighbor Karen has a dog, right? Does she take her dog to get groomed regularly?” “No, she’s been doing it herself at home.” “Maybe she’d like to bring her dog in next time you come. We can make it a fun outing for both your pups!” —help Lisa extend the invitation to Karen and book her in for the next grooming session.
Cleaning Service: “Hi Mark, I know your colleague Susan mentioned she’s been overwhelmed with house chores. Is she using a cleaning service?” “No, she’s been trying to manage it herself.” “Do you think she’d appreciate a little help? We could offer her a trial cleaning session.” —invite Susan to schedule a session while Mark is there, or have him send her a quick referral text.
Landscaping Service: “Hey John, your neighbor, Mike, has a beautiful yard too. Does he handle all his landscaping himself?” “He tries to, but he’s been pretty busy lately.” “Would you mind if I reached out to him? Maybe he’d like to have us take care of it for him so he can relax a bit more.” —invite Mike to try your landscaping services while John is still there, or have John shoot him a quick message to make the connection.
