Systematizing Referrals with Gia

hey, so today I'm going to show you how to make referrals more systematic across probably 6 to 700 conversations.

At this point, 90% of the agencies we talk to grow primarily through referrals and word of mouth, but almost none of them actually go out and proactively ask for these referrals.

So I'm to show you how to do that in the GIA platform today.

So one of the things we allow you to do in preferences if you go to Signals, is GIA allows you to track competitors.

Now, what you want to do is, I actually track a mix of competitors, but also some of my best partners, customers, people who I know are open to referring business to me.

for example, Chris is actually one of those people.

Now what I then do is I go to Signals and I'm going to filter by who is typically I'll do good fit and strong fit icp, given that very strong is typically like an active opportunity.

And then what I'm going to do is I'm going to look at who has engaged with right now, what's called a competitor.

We're actually going to build in a tag called refer or connector or something like that.

And what I'm going to do is I'm going to scroll through and find anybody that has engaged with Chris that is a good fit prospect for me potentially.

Now, as you can see here, I get three people, Alex, Ross and Kurt, two of which I've already talked to because I'm pretty sure Chris actually already made that intro.

But essentially I see three people that could be great fit potential clients for me.

They literally engaged with Chris.

So there's a high likelihood that they know him, know of him hopefully well enough that Chris would be open to making an intro.

Now, once you identify this specific list, what you want to do is make it as easy as possible for the person that you're asking to give that intro.

So one, by default, you're literally saying, hey, do you know X, Y and Z, Then what you want to do is, write an email that in a perfect world does literally all the work for them.

Now, the other kind of interesting part here is you can time this based on a success metric.

A milestone in a project being met doesn't have to be at the end or at the end of a project.

You're wrapping up work, the client's super happy with you.

Also, a perfect time to kind of ask for these.

Now, typically what I'll do is write something like this.

Hey, Customer name, essentially the person referring you business.

Been really enjoying working with your team.

as a small company, you know, trust and reputation mean everything to us.

This is essentially saying why you're asking.

Then you would go and input the specific people that came from the geo platform.

So, hey, you know Chris, do you know Alex Ross or Kurt well enough to make an intro?

Totally understand if you know timing's not right or if this isn't a fit, or if you don't know them well enough, always give the person an out.

It's way less pressure.

But if you do know them well enough, here is a quick blurb that you can copy and paste into an email.

So again, you're pretty much doing all the work for them.

It's a very specific ask and the likelihood of them being open to literally just copy and pasting something is a lot higher, than if you go and just say, hey, anybody you know that would, you know, find value from our services?

Or.

Even worse, not asking for them at all and just hoping that they trickle in the door.

So the two other things I want to show you really quickly is if you want to do this a bit more in bulk.

So instead of just sifting through the platform and saying, okay, well I found, you know, these three people and okay, I found Christie as a fourth, you can actually just go click everything export.

are going to get a document, or a download link from gia.

Once you download that, it's going to look something like this where you can go say data, create a filter and then you can do is go under signal engaged profile, which is essentially who is the person I'm referring to.

I'm going to actually clear all search Chris, click him, go.

Okay, and then I have this shortlist of everybody that Chris knows that could be a great fit potential client for us.

Now again, I'm not saying go overboard with these asks.

Typically I'll recommend like three to four specific people.

With the overarching goal of making it as easy as possible to allow that person to give that intro.

So action for you would be to go to GIA in preferences under signals.

Add a couple of your best customers referrers in here, you can mix and match or you can literally add five of your best customers.

If you really want to play into this referral playbook, Let me know if you have any questions and happy to help if you hit any snags.