Actions | RAVER Referral Requests
So you’re looking for some new work, and want to ask your existing clients if they could refer you on. To get referrals right, try the Raver model.
Reason – why are you writing?
Availability – when are you looking for the work?
Value – how can you bring value to their contact?
Exchange – can you give a referral in exchange?
Reward – Give back some value to them
Along the way, give some Strokes. A stroke is a small, genuine compliment or personal detail (notice that it’s not gushing praise). It’s intended to make the other person feel good about themselves, or that you’ve remembered something about them or their work.
Referral Template
Subject
[Client name]*, can I ask a favour**?
Body of Email
Hi [First Name]
Hope you’re well? How is [Stroke: your swimming/gardening/recent work project] going?
I just saw the [REASON: mention a LinkedIn post, or a new project on their website], [Stroke] it looks great.
Can I ask a quick favour? I’m looking ahead to [AVAILABILITY: next week, month, quarter] and I have some availability. I wondered if you knew of one*** [describe your ideal client] who might benefit from my help?
I’d be happy to give them [VALUE: a free 30 min consultation about how they might grow sales using video content.]
OR
For companies like that, we’ve [VALUE: increased sales, improved training courses – whatever your work does that adds value]
Just in case it helps, I’ve attached a text doc with some copy to save you some time.
[EXCHANGE] Also, if you let me know what kind of person [hires you/commissions your company] I can see if there’s anyone in my network I could refer you to.
And just to say [Stroke] I had such a great time working with you and your team. As a thank you for any referral, I would love to give [REWARD: bottle of champagne/discount for future work/quick freebie] if anyone you know ends up hiring me.
Thanks so much for your help, I’m really grateful! ****
[Your signature – ensure your contact detail are clear]
Attachments
Attach a TEXT ONLY Document (.txt) so that when they copy and past it into their email, it won’t bring with it the font. It should have the following:
I’ve been working with [Your name] over the past few [months/years] on a really nice [work you deliver] project. They have [value you brought to them], so I thought I’d introduce you both in case you could benefit from their work as well.
You can see their website here [Link] and they are on LinkedIn here [Link].
[your name], please meet [Referral Name]. I think [he/she] could be a good match for the work you deliver.
I’ll leave it to you both.
Ideally, you’re making it so the only fields they need to add is the time they’ve known the person in paragraph 1, and the referral’s name and gender in paragraph 3.
Notes
* Adding the person’s name to an email increased the open rate by around 25%
** Asking for a favour triggers their desire to help
*** Asking for ONE makes it simple and limited, and therefore easier for them to fulfil the ask
**** Adding a simple message of gratitude has shown in studies to improve the chances of the person complying with the message
Don’t over do it
You need to be mindful of how long your email is getting. You don’t need to necessarily add both an Exchange and a Reward, one might be more appropriate than the other.
You can also leave off the Word doc, to make it seem more spontaneous, and send it in a follow up email if they reply saying yes they’ll refer you.
Shortcut this action!
If you’ve got into Text Expander, this an example of something that’s perfect to design a formula for.