#98 Raise The Bar & Your Program Enrollments Will Skyrocket
I was talking to a client this week who recently sold 14 people into her 12-month mastermind. She wanted to talk about how to make it a next-level experience for her members, which I love!
We talked through a few ideas and she said, "well I've promised 2, 1-hour calls per month". This is what I told her –
Don't be afraid to break your own rules to make the experience better.
Let's say your community has 2 calls per month...
But you know that hosting a social event, bringing in a guest speaker, or adding an in-person meetup would add a TON of value to the community?
Even if it's not something you promised, do it anyway. Over deliver.
Because you know what that leads to?
Glowing testimonials
More referrals
Revenue growth
Today I'm sharing the number one thing you can do to get more glowing testimonials, and referral-led growth... and it's so simple.
Let's get into it –
Everyone knows word-of-mouth marketing is powerful, but how do you actually get it to happen?
How do you impress your customers so much that they tell their friends?
How do you build a referral program that people use?
It all comes down to the bar you set when they purchase your product.
No matter how incredible what you're offering is, you need to set the bar LOWER than the experience you're going to provide.
It sounds counter-intuitive because telling your prospect customers ALL the value up front will get them to buy... or so we've been told. A laundry list of 30 features with $1,000,000 worth of value, right? The hard truth is that's hard to live up to, and leaves you with unhappy customers.
You only need to sell what's needed to make a purchasing decision.
This is an ol' lesson from my software development background – launch your product with the one thing they need to decide to use it, then surprise them with delightful features and a great experience.
Here's a visual:
It's not that you're making the offer sound lame... you're just selling exactly what they need.
Then, you're designing the most incredible experience you can to help them reach their goals. They will be so blown away by the experience that there won't be anything else to share at the dinner table.
You'll create a flywheel in your business that looks like this:
This is all great in theory, right? But how do we actually put it into practice?
You can do these things *right now* and you'll immediately see more testimonials, more referrals, and grow your program:
Simplify your offers – Offer less up front. Promise your customers only what they need to make a purchasing decision. This will feel counter-intuitive... and yes, you can still add a bonus for urgency. But keep the offer itself simple so that you're able to blow them away once they finish paying. Simplify that sales page!
Design a quick-win experience – Help your customers accomplish a goal, or knock down a roadblock as fast as humanly possible. For one of my health coach clients this manifested as a 7-day challenge as part of new customer onboarding. This allows her members to immediately see a positive health result, which they'll be so excited to share with their friends.
Delight with unexpected benefits – Maybe you don't promise that guest-expert workshop on the sales page, or the self-audit checklist they get once they join. Maybe you send them a gift box to their home. People love surprises, and surprises incredibly shareable. Create those shareable moments.
Collect feedback – If you're not already getting feedback from new customers right after purchase, start collecting it so that you can continue making the experience even better. I love 1:1 calls for this. It adds to their experience to get that 1:1 time, and you'll get so much value out of hearing their experience firsthand.
Make it easy to share – Make sure your members know how to share their experience with others. Give them referral links, encourage sharing about their experience on social media, and/or incentivize or gamify sharing.
Interested in working through this with me?
I'm currently selling 90-minute program + membership strategy workshops.
If you loved this, you can subscribe to the weekly newsletter here for free! I send a bunch of resources & share a bts happenings of my business in the email version.