#85 How to scale through customer referrals & partnerships with Werner Decker
Description
Customer referrals & partnerships are one of the most underrated sales channels to scale revenue quickly - if done right!
👉Here are 3 things I learnt from Werner Decker on our podcast
1️⃣ Frame & ask for referrals early: Ask customer even before offer signature if they would be OK with you asking for 3-5 warm introductions - once you deliver on what you promise indeed.
2️⃣ Seek discomfort: Get over your anxiety and inertia to ask for an introduction, to cope with awkward silence - and to do so consistently.
3️⃣ Growth mindset: Successful partnerships require you to embody a growth mindset, maximising the "What's in for me?" for partners, NOT cost saving strategies. An example how he implemented this with a client is to keep things really simple: "If your referral signs, we pay you EUR 12k, cash, within 30 days - no % calculation, no further conditionality. (Average Contract Value was 80-100k ARR, really low churn)
How do you tackle referrals?
United States
