Before we get started… |
Starting in June, my team and I are working 1-on-1 with Scale & Exit Accelerator clients to install what I'm calling The Cashflow Correction™ — the accountability layer, dashboards, and expense-to-profit plan that turns your biggest cost centers into actual take-home profit. |
This isn’t a one-time cost-cutting exercise. This is a system that keeps the money where it belongs. |
Seventeen (17) spots left. Applications close Wednesday, May 27 at 5 pm. |
Get the details and apply here. |
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If you want more referrals, STOP asking for referrals. |
Look, I get it… |
Referrals are the best lead source on Earth. They cost nothing and they close faster than anything else in your pipeline because they show up pre-sold. |
So why would I tell you to stop asking? |
Because the standard ask… |
"Hey, do you know anybody else who might be a good fit?" |
…is painfully awkward and low-yield because it makes your biggest fans feel like unpaid sales reps. They feel it, and you feel it, too. |
There's a better way. I call it The Reverse Referral Method, and here's how it works… |
Step 1: Ask for the REFERENCE, not a referral. |
Instead of asking a great customer/client if they are willing to tell their friends and colleagues about you, instead ask if they’re ok with you telling people about them. |
For example, the next time a customer has a positive experience with your brand, send them something like this: |
"Hey [Name], I’m so glad you’re getting value from [Product/Service]. Every once in a while, someone considering working with us asks if they can talk to a client who's been in their shoes. It doesn't happen often, but when it does, would you be open to being one of the people we point them to? You're not committing to anything today…we just want permission to mention you if it comes up." |
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For B2C, swap "someone considering working with us" for "a podcast host, journalist, or potential customer…" |
Not only is it more accurate, but being asked to share your story with the media feels like a status boost…not work. |
This works because the ask is low-stakes, future-tense, and explicitly underplayed ("doesn't happen often"). And being chosen as the "client we mention" lands as a compliment (because it is). |
The result? Almost everyone says yes. |
When they do, you can progress to the next step… |
Step 2: Capture their testimonial. |
Once they agree to being a reference client, it’s time to make your next ask. |
Here's the script: |
"Awesome, thank you. Quick follow-up…if I sent someone your way tomorrow, what would you tell them about us? It doesn't have to be polished, just a sentence or two off the top of your head. That way if someone asks before I get a chance to reach out to you, I can pass along YOUR words if you’re busy or unavailable." |
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This framing matters. By offering to forward their words, you're protecting their time. And no one panics over writing a perfect quote when all they're doing is saying a sentence off the top of their head. |
Write down what they say verbatim, and then send it back to them in an email asking, "Did I capture this right?" |
Most clients will either agree with it as-is or upgrade it so it sounds even better. In 10+ years of implementing this strategy, I’ve never once had a client say, “I changed my mind. Don’t use my quote.” |
You now have a reference AND a testimonial from a single conversation…zero awkwardness or hard pitches. |
Step 3: NOW ask for the referral. |
You have a reference. You have a testimonial. You’ve earned two “Yesses” in a row. Now it’s finally time to ask for the referral. |
Here's the script: |
"Thanks so much for this review. It’s more appreciated than you know. Do you happen to know anybody like you who, if they reached out, you'd be willing to say THAT to? Don't worry about making formal introductions or anything fancy…I'd actually rather you just text or forward them what you just told me, that way they can decide for themselves if they want to learn more, and nobody feels put on the spot." |
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Read that again. All they're doing is forwarding their own words to one person who might benefit. |
It works because they’ve already said yes twice, they’ve already written the script, and they don't have to risk their reputation by "selling" you. |
All they have to do is think of one person and forward a sentence they’ve already written. |
And if you have a formal, rewards-based referral program, mention it as an "Oh, by the way" once they've already agreed. |
Say something like: |
"By the way, we actually have a referral program, so if anyone you send our way ends up working with us, you get [X]. That’s not why I'm asking…I just wanted you to know." |
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Underplay it. The relationship is the point. The reward or commission is the cherry on top. |
Step 4: Make it run without you. |
Here's the part most founders skip, and it's the part that turns this from a clever tactic into an actual engine. |
Document the three scripts and turn it into a simple one-page playbook. Hand the whole thing to your fulfillment, client success, or customer support team. |
Then do the one thing that makes it stick: start tracking "New testimonials and customer stories per month" on your scorecard. |
At The Scalable Company, our Customer Success team's primary metric is new testimonials captured each month. It predicts referrals better than satisfaction scores or NPS, and we run monthly contests to see who can capture the most. |
Capture 20 testimonials a month and the referrals follow…the system makes it nearly impossible not to. |
So…what's it going to take for you to stop asking for referrals and start engineering them? |
In my experience, when you stop chasing referrals and start engineering them, they have a way of showing up all on their own. |
⚡️ Action Step: Pick ONE happy customer this week who's gotten a real, measurable result from working with you and run this playbook. Do this 5 times in the next 30 days and you'll have 5 references, 5 testimonials, and at least 2-3 warm referrals to show for it…without ever saying "Do you know anybody?" |
Give it a shot and let me know how it works… |
-Ryan |
Ryan Deiss
Co-Founder and CEO, The Scalable Company |
P.S. Starting in June, my team and I are helping seventeen (17) Scale & Exit Accelerator clients install The Cashflow Correction™… |
…the system that turns your biggest cost centers into take-home profit and keeps them there. Spots are going fast, so click here for the details if you want one. |
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