How a Steady Referral Rate Generated More Than 900 Authentic Testimonials   A great way to increase the longevity of any business or sales career is to have great referrals. In this episode, we’ll explore the evolution of referrals and the stages of you can move through to receive authentic and quality testimonials and referrals.   Amber Vilhauer is the owner of the company called NGNG Enterprises, which stands for No Guts, No Glory, a phrase that her mother used as she was growing up. It reminds Amber to face her fears as she navigates the online world.    A large part of NGNG Enterprises’ work includes developing high-performance websites. Amber understands websites are the hub and heart of a business and her goal is for people to land on your website and to experience you. In order to do that, the video has become a big part of their marketing strategy so the connection is more personal. They also have a marketing division where they help influencers start creating videos and live streaming. Amber’s team teaches them how to optimize and repurpose their content for all major channels. Consistency is part of Amber’s approach because this greatly impacts sales. For authors, Amber’s team helps them launch their books.    Defining referrals  Referral in the traditional sense is the sharing of information from one person to another about a particular business or service. By word of mouth, people share information with colleagues, friends, and family about businesses they believe in and trust. Getting referrals is a great way to build a customer base through people who have already used your services or products so you want to make sure you ask for the referral while the memory is still fresh and they’re excited.    Amber has a systematic approach she uses in asking for a testimonial. At the end of every website project, they celebrate their success with their clients. While they are celebrating and happy, Amber asks the clients if they would be willing to provide a written testimonial of their experience. The client invariably asks what she wants them to say but Amber lets them know she’d rather have them articulate their own experience with her company so the testimonials are 100% true and genuine. Over the years, she has found there are consistent keywords throughout the testimonials.  Repurposing contents For years, these written testimonials were the norm but now, videos have become popular. Amber started asking for video testimonials when she realized it was the best way to develop a personal connection in this digital world. Video is more authentic. With the rise of live-streaming, Amber has taught her team to invite their clients to their Zoom Room live-stream. It’s an opportunity where to celebrate a book launch and they can also interview their clients. This offers two great opportunities. On the one hand, they are giving their clients a platform to share their message and grow their business. On the other hand, part of the interview entails the client being asked to share their experience while working with Amber’s team. It’s a win-win situation. Regardless of which platform or how the information is developed, Amber then repurposes the content and optimizes it for YouTube or blog content. Working from multiple platforms is a way to show potential clients that they are active in the business and it elevates the whole experience. Most sales teams fail to take advantage of these kinds of opportunities and can miss a very effective system. Once you know how to organize the flow, the entire process becomes a little more automated.    Getting a constant referral rate Amber is writing a book with the working title Elevate Every Experience: Develop Personal Connection to Scale your Influence. Amber believes that people should be focusing on developing personal connections with each person they’re attracting into their ecosystem. As mentioned earlier, you can draw people to you using video content. As they feel they’re gettin