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How to get a referrals for your business

How to get a referrals for your business

Getting referrals from your customers

If your business is looking for more business, referrals are a great way to get it and there are a number of different ways to get your happy customers to give you referrals.

Ask and you shall received

Asking is the first way but not always the easiest for some people.  The best time to ask for a referral may vary industry to industry, but the best time to ask seems to be right after you have provided your service or product and they are happy with you.  Pretty much any time a customer compliments you, you have a pretty good shot at getting a referral.  One method that we have seen is when you get a compliment, follow up with “I am glad you are happy with the service that you have received today. Would you mind doing me a favor?” and then wait for the response.  Hardly anyone will say no.  Then once you get a “sure”, explain that you would love to have more customers just like them, and if they know anyone that would be a good fit, that you would really appreciate an introduction, or a name and address to send them a special offer since they are acquainted with the referring customer.   Then be sure to follow up with the referred person and to reward the person that gave the referral.

Make this part of the training for your front line employees and post signage behind the desk or on their computer screens to remind them to ask for the referrals when it is appropriate.

If you aren’t comfortable directly asking for the referrals in person, at least get a card, coupon, or some other way to let the customer know that you would like and appreciate referrals.

Create a referral culture

The second way to increase your referrals is to create a “referral culture.”  What this means is to inform your customers through signage and with mentions in your correspondence that you appreciate your customers and that you would like to continue to grow your business through referrals.

You can create a sign, and if you have a newsletter, create a customer of the month program.  Select the customer of the month as the one that makes the most referrals and softly mention that they had sent a number of friends in to see you with wording such as “John was so happy with his service that he sent his brother and even his co-worker in to see us.”  Other customers that come into your business will see the picture and take the time to read about them.  Once the see a couple of them with the referral mentions, they will get the idea that if they send people your way, that they may become the next “customer of the month!”

Rewards for good behavior

You will also want to make a desirable offer for the referral to reward both parties in the referral process. The amount that you provide will depend on what you feel the lifetime value of the customer is.

And when you reward the referral giver, don’t just automatically think of giving them something from your company such as a discount or a free service.  Often times, things like a gift card to a restaurant are appreciated and valued much more than a discount and because of this high value, the customer will be more likely to send additional business to you in the future.

If you have any questions, about how you can create a referral program or any other type of online or offline marketing in your business, give us a call at 440-299-8400 x1.  We can help you from strategy creation to mail delivery and every step of the way.

Jim & Corey

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