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1. Ask for 
Referral 
2. Clear 
Pitch 
3. Recognise 
Need 
4. Refer by 
Name 
5. Look you 
Up 
8. Delighted 
7. Convert 
C...
A bit about Me 
www.socialstar.com.au
Three Bonus Offers 
www.socialstar.com.au
Why? 
www.socialstar.com.au
The Stats 
It Works Because 
“90% of people trust a peer 
recommendation and only 
14% trust advertising” 
- Eric Qualman ...
The Proof 
“Only 4.4% of all emails are actually 
being opened (let alone read)” 
“Only 1-3% of cold calls lead to an 
app...
The Referral Strategy 
ATTRACT RATHER THAN FIND 
www.socialstar.com.au
The Challenge 
HOW TO STAND OUT? 
www.socialstar.com.au
The Options 
LEAD PEOPLE TO YOU 
www.socialstar.com.au
The Key Bit 
BE FOUND - CONTENT IS THE KEY 
www.socialstar.com.au
The Value of Referrals 
• What is the average value of a new client? 
• What is the annual value of current clients? 
• Ho...
Process 
www.socialstar.com.au
1. Ask for 
Referral 
2. Clear 
Pitch 
3. Recognise 
Need 
4. Refer by 
Name 
5. Look you 
Up 
8. Delighted 
7. Convert 
C...
Step 1 – Ask for the Referral 
• Highly satisfied 
clients will give you 
a referral 
• Let them chose the 
method they re...
Step 2 – A Clear Pitch 
• Can your clients repeat your pitch? 
• Make sure it is in your specific niche 
• Your LinkedIn T...
Step 3 – Recognise Need 
• If a friend 
mentioned a 
problem would they 
thing of you? 
• Keywords are great 
triggers but...
Step 4 – Refer by Name 
• Your clients will tell 
someone about you 
by your name 
• Can you be found? 
• LinkedIn has the...
Step 5 – Look You Up 
• 78% of clients will look you up! 
• If they can’t find you they will move on 
www.socialstar.com.a...
Step 6 – Connect 
• You can’t see or 
connect to people 
you arn’t close too 
• Are your contact 
details easy to find? 
•...
Step 7 – Convert 
• Getting online to 
offline is the key 
• Does your brand 
match reality? 
• Authenticity is the 
key 
...
Step 8 – Delight Clients 
• Only highly satisfied 
clients will refer you 
• Net promoter score 
– 8,9,10/10 counts 
• The...
How? 
www.socialstar.com.au
Social Star Process 
TAGLINE 
www.socialstar.com.au 
BIOGRAPHY 
WEBSITE 
PHOTOGRAPHY 
SOCIAL MEDIA
Step 1 - Photography 
www.socialstar.com.au
Step 2 - Personal Tag Line 
Expert Marketer and Communicator, passionate about 
Personal Branding to attract more opportun...
Step 3 – Descriptive Biography 
www.socialstar.com.au
Step 4 – Personal Website 
www.socialstar.com.au
Step 5 – Social Media 
www.socialstar.com.au
IF YOU ARE A BUSINESS 
PROFESSIONAL AND YOU 
DON’T HAVE A STRONG 
LINKEDIN PROFILE YOU’RE 
MISSING OUT ON VALUABLE 
OPPORT...
Why LinkedIn for Business 
• Worlds largest professional network on the Internet 
• 6 million users in Australia – 1 in 3 ...
Statistics 
• 93% of Marketers rate LinkedIn as effective for 
generating leads 
• 65% of companies acquire B2B leads thro...
Statistics 
Harvard Business Review: 
“Top Salespeople use LinkedIn to sell more” 
How do they use the tool? 
• Research p...
Action 
www.socialstar.com.au
Next Steps 
• Build your LinkedIn profile 
• Make your Facebook and other sites 
private 
• Create a G+ account 
• Buy you...
Offer 1 - Book 
Everyone who 
attended today 
will receive a 
digital copy of my 
book ‘Creating a 
Powerful Brand’ 
www.c...
Offer 2 – 1 hour brand review 
• Complementary 1 hour brand review – 
only 12 spaces! 
• First in, best dressed 
• Registe...
Offer 3 – LinkedIn Workshop 
If you are in Brisbane November 26th 
LinkedIn 1 Day workshop 
Early bird of only $197 – exp ...
V 
Remember... 
www.socialstar.com.au
Q&A 
www.socialstar.com.au
Connect With Me 
Andrew Ford 
linkedin.com/in/ 
personalbrand 
www.andrewford.com.au 
www.socialstar.com.au
Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14
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Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

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Marketing expert Andrew Ford reveals his 8 step process to get more business referrals using your personal brand and LinkedIn that he has developed over his years at Social Star.

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Andrew Ford at Social Star Webinar on how to get more referrals from Linkedin_6th_Oct14

  1. 1. 1. Ask for Referral 2. Clear Pitch 3. Recognise Need 4. Refer by Name 5. Look you Up 8. Delighted 7. Convert Clients 6. Connect Social Star Client Referral Process
  2. 2. A bit about Me www.socialstar.com.au
  3. 3. Three Bonus Offers www.socialstar.com.au
  4. 4. Why? www.socialstar.com.au
  5. 5. The Stats It Works Because “90% of people trust a peer recommendation and only 14% trust advertising” - Eric Qualman www.socialstar.com.au
  6. 6. The Proof “Only 4.4% of all emails are actually being opened (let alone read)” “Only 1-3% of cold calls lead to an appointment” “84% of all B2B decision makers begin their buying process with a referral” - Google, HubSpot, SmartCompany www.socialstar.com.au
  7. 7. The Referral Strategy ATTRACT RATHER THAN FIND www.socialstar.com.au
  8. 8. The Challenge HOW TO STAND OUT? www.socialstar.com.au
  9. 9. The Options LEAD PEOPLE TO YOU www.socialstar.com.au
  10. 10. The Key Bit BE FOUND - CONTENT IS THE KEY www.socialstar.com.au
  11. 11. The Value of Referrals • What is the average value of a new client? • What is the annual value of current clients? • How much does it cost to get a new client? • What is your profit margin of a new client? • How much would you invest to get one new client? Annual value – cost of acquisition = $ value of a referral www.socialstar.com.au
  12. 12. Process www.socialstar.com.au
  13. 13. 1. Ask for Referral 2. Clear Pitch 3. Recognise Need 4. Refer by Name 5. Look you Up 8. Delighted 7. Convert Clients 6. Connect Social Star Client Referral Process
  14. 14. Step 1 – Ask for the Referral • Highly satisfied clients will give you a referral • Let them chose the method they refer • Get written ones on LinkedIn www.socialstar.com.au
  15. 15. Step 2 – A Clear Pitch • Can your clients repeat your pitch? • Make sure it is in your specific niche • Your LinkedIn Tag line is the start www.socialstar.com.au
  16. 16. Step 3 – Recognise Need • If a friend mentioned a problem would they thing of you? • Keywords are great triggers but have to be specific to you • These words need to be throughout your online profile www.socialstar.com.au
  17. 17. Step 4 – Refer by Name • Your clients will tell someone about you by your name • Can you be found? • LinkedIn has the highest search rankings of any social network www.socialstar.com.au
  18. 18. Step 5 – Look You Up • 78% of clients will look you up! • If they can’t find you they will move on www.socialstar.com.au
  19. 19. Step 6 – Connect • You can’t see or connect to people you arn’t close too • Are your contact details easy to find? • Be where your customers want to find you. www.socialstar.com.au
  20. 20. Step 7 – Convert • Getting online to offline is the key • Does your brand match reality? • Authenticity is the key www.socialstar.com.au
  21. 21. Step 8 – Delight Clients • Only highly satisfied clients will refer you • Net promoter score – 8,9,10/10 counts • These are the clients to ask for a LinkedIn reference www.socialstar.com.au
  22. 22. How? www.socialstar.com.au
  23. 23. Social Star Process TAGLINE www.socialstar.com.au BIOGRAPHY WEBSITE PHOTOGRAPHY SOCIAL MEDIA
  24. 24. Step 1 - Photography www.socialstar.com.au
  25. 25. Step 2 - Personal Tag Line Expert Marketer and Communicator, passionate about Personal Branding to attract more opportunities to your business www.socialstar.com.au
  26. 26. Step 3 – Descriptive Biography www.socialstar.com.au
  27. 27. Step 4 – Personal Website www.socialstar.com.au
  28. 28. Step 5 – Social Media www.socialstar.com.au
  29. 29. IF YOU ARE A BUSINESS PROFESSIONAL AND YOU DON’T HAVE A STRONG LINKEDIN PROFILE YOU’RE MISSING OUT ON VALUABLE OPPORTUNITIES TO CONNECT AND GROW YOUR BUSINESS www.socialstar.com.au
  30. 30. Why LinkedIn for Business • Worlds largest professional network on the Internet • 6 million users in Australia – 1 in 3 business people • 40% of users check their profile daily • Only social media in China www.socialstar.com.au
  31. 31. Statistics • 93% of Marketers rate LinkedIn as effective for generating leads • 65% of companies acquire B2B leads through LinkedIn • LinkedIn drives more traffic to B2B blogs and sites than Twitter, Facebook and G+ combined • LinkedIn members are 50% more likely to engage with a company they engage with on LinkedIn • Profile 11 times more likely to be viewed with a photo www.socialstar.com.au
  32. 32. Statistics Harvard Business Review: “Top Salespeople use LinkedIn to sell more” How do they use the tool? • Research people on LinkedIn prior to meetings • Research competition • Monitor a prospective customer’s connections • Engage prospective customers • Keep existing customers informed about company’s offerings (http://blogs.hbr.org/2013/04/top-salespeople-use-linked/) www.socialstar.com.au
  33. 33. Action www.socialstar.com.au
  34. 34. Next Steps • Build your LinkedIn profile • Make your Facebook and other sites private • Create a G+ account • Buy your personal URL • Connect to your audience • Create a content plan to talk to your audience • Pitch! www.socialstar.com.au
  35. 35. Offer 1 - Book Everyone who attended today will receive a digital copy of my book ‘Creating a Powerful Brand’ www.creatingapowerfulbrand.com www.creatingapowerfulbrand.com www.socialstar.com.au
  36. 36. Offer 2 – 1 hour brand review • Complementary 1 hour brand review – only 12 spaces! • First in, best dressed • Register here and include the description ‘referral webinar’ • www.socialstar.com.au/work-with-us www.socialstar.com.au
  37. 37. Offer 3 – LinkedIn Workshop If you are in Brisbane November 26th LinkedIn 1 Day workshop Early bird of only $197 – exp Nov 11th Only 20 places available Book here www.howtouselinkedin.com.au Book before Monday 10thNov 5pm EST – Dinner with me after the workshop, my shout! www.socialstar.com.au
  38. 38. V Remember... www.socialstar.com.au
  39. 39. Q&A www.socialstar.com.au
  40. 40. Connect With Me Andrew Ford linkedin.com/in/ personalbrand www.andrewford.com.au www.socialstar.com.au

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