Question
We are a B2B Marketing Services agency. We also have extremely happy clients (directors / managers of marketing) that are happy to provide a raving testimonial, but as soon as we finish a project -- they're pretty done with us. Out of sight, out of mind.
When we ask "Could you connect me with a few people I should talk to?" we get the typical response of "let me think about who" and then you never hear back from them.
To combat this - we've tried to share our ICP or even go through their Linkedin to ask for a specific person. No response.
I believe it happens this way since marketers are focused on one campaign at a time and when our services (badass animated video for sales and marketing) aren't needed - we're not a priority (we don't do retainer business; that's another story)).
Often, these people come back for repeat business in 6-12 months. As soon as they need another video, we're friends again and communication with us is a high priority.
We have a monthly marketing email to TRY to help keep us top of mind with these folks.
Answer
Have you thought about providing clients with a dual benefit to referring other clients? For instance, offer them a discount on future videos if they provide a referral (when that client purchases). That new customer would get a discount as well. Win-win.
Also, consider the "ask" time; seems like you are asking them after service is rendered. I would try asking when those customers come back for their second video: "Refer someone and we can take a discount off this video you need right here."
Happy to do a call if you wish to explore this more. Good luck!
