Episode 012: How to use Reverse Prospecting to get More Client Referrals, with Steve Gordon

In this episode, Steve Gordon, author of Unstoppable Referrals, discusses how he uses Reverse Prospecting on LinkedIn to get more referrals from his clients in an easy and risk-free way.    Key Takeaways! Referral marketing boils down to 2 main points (3:53) You need to ask a lot more people for referrals, even if it is uncomfortable. You need to follow up for a long time with those referred leads.   To combat this uncomfortable action of asking your customers for referrals, Gordon came up with Direct-Response Marketing. By using lead generations and using information to his advantage, Gordon created a way to get referrals more easily with no risk to those who you were asking for the referral. (5:44)   With LinkedIn, you can teach your clients how to use a technique called Reverse Prospecting. This is where you work with your existing clients and offer something that is valuable that could be given to your client's business partners or friends. After they agree that they have people who need this offer, you go on LinkedIn with them, deciding who your client thinks should receive this valuable item. This way, you get a ton of new prospects that will fit the niche that you are looking for, and it is less taxing then asking for a list of referrals from your client because you are doing it with them. (9:30)   People WANT to be served by you, and it is your duty to reach as many people as possible, so don't be afraid to try Reverse Prospecting in your business. Remember, your best clients come from your best clients. (14:37)   To find more information about Steve Gordon and his business, visit UnstoppableCEO.net. (15:57)   Gordon tried the 10,000 Facebook fans in 3 days training and he found great success. By the end of the training weekend, he had gained over 10,000 fans on his page, and he was really surprised that what Kim was preaching was actually working. (17:03)   Resources Mentioned in this Episode Steve Gordon's Website: UnstoppableCEO.net Website: Morningcoffeemarketer.com How to get 10,000 Facebook fans in 3 days or less 3daysto10k.com