How to Bank on referrals!
Getting gigs through referrals is one of the easiest ways to generate leads. The tricky part is finding people who actually care enough to pass along your information. Often times we hand out our business cards and say "Hey if you know anyone please pass along my info!" they smile and say "Of course I will!" However 99% of the time you never hear back from them. This can be quite frustrating as you may be perfect for their friend's, cousin's, sibling's, or co worker's event, but they have no motivation to help you because they will get nothing in return. This is where the concept of "Qui Pro Quo" marketing comes in.
What is "Qui Pro Quo" Marketing? The term Qui Pro Quo basically means an exchange of favors that both parties will benefit from; sort of a "You scratch my back and I'll scratch yours" type of mentality. The easiest way to get someone to refer you is to give them something of value in return. What is the one thing everyone on earth can benefit from? MONEY! The simplest explanation is to pay someone for their referrals! This way you are getting warm leads sent your way and they are getting some cold hard cash!
How does this work? The idea is simple. I tell all of my friends, coworkers, clients and even fellow magicians that if they send someone my way and I book the gig they will receive a 20% commission off the total amount of the booked gig. This way they are going to do their best to help you close the deal because they actually benefit from it. Even a fellow magician can send you gigs they don't want or are unable to do. A good 4-5 gigs a month are warm leads generated to me by referrals and 4 out of 5 times you will book them because your referrer should have already hyped you up by then!
20% seems a bit high.... This is true that 20% is a good chunk of your fee. The way I look at it is if I offer someone $5 to do work for me will they do it? Prolly not. What about $10? Nope... $20? Maybe... $50? Now we are talking. Someone is bound to try harder for a higher return. It is just common sense right? You pay me more and i'll try harder. If you cannot afford 20% it is totally fine. Maybe experiment with other ways to compensate them. Offer a free show, buy them dinner, Starbucks gift card, etc.