How do I get more referrals for my business?
You get more referrals by asking every happy customer at the moment they tell you they are happy. This makes it easy for them to pass your name along. Be sure to thank them every time someone they send calls you. Then you add a second source: other non-competing local owners who serve the same customers you do and agree to recommend you.
- How to get more referrals, step by step
- How do I ask for referrals without it being awkward?
- What should a referral text say?
- What makes a referral program work for a small business?
- What should I give someone for sending a referral?
- How do I get referrals from other business owners?
- Should I ask every customer for a referral?
How to get more referrals, step by step
List the customers who already like you. Pull everyone from the last two years who paid on time, thanked you or left a good review. These are the people most likely to send someone your way. In many cases, the only reason they haven't is because you never asked.
Ask at the happy moment. The best time to ask is right after the customer says the job looks great. The good feeling is fresh, and you are right there.
Make it easy to pass along. Give them something to forward: a text with your name and number, a card, or a link to book. A referral that takes effort usually does not happen.
Thank every referral, every time. Call or text the person who sent the customer, even if the job does not close. People keep sending referrals when they know the first one mattered.
Partner with owners who serve the same customers. A landscaper, a pool service and a window cleaner all work for the same homeowners. Agree to recommend each other to the customers you already have.
Track where every new customer came from. Ask every new caller, “How did you hear about us?” and write it down. Within a few months you will know who your best referral sources are.
How do I ask for referrals without it being awkward?
Ask right after the customer says they are happy, and use the same plain words every time. It stops feeling awkward once it is part of how you finish every job instead of a favor you are asking for.
Most owners feel awkward because they ask late, in a hurry, or not at all. Pick one moment, like the walk-through at the end of the job or the thank-you text that goes out that evening, and ask there every time. One simple line works: “We grow mostly by word of mouth. If you know anyone who could use us, I would be glad to take care of them.”
What should a referral text say?
A good referral text is short, personal and easy to forward. It thanks the customer, names the service, and tells them exactly what to do next.
For email, use the same words with a subject line like “Thanks for today, [Name].” Keep it to a few lines. A long email gets saved for later and forgotten.
Hi [Name], this is [Your name] from [Business]. Thanks again for having us out today. We grow mostly by word of mouth, so if a friend or neighbor could use [service], feel free to forward them this text. My number is [phone]. I will take great care of them, and I will make sure to thank you.
What makes a referral program work for a small business?
A referral program works when it is simple, asked for on every job, and followed by a thank-you the customer actually notices. It fails when it is a sign on the counter that nobody mentions.
You do not need an app or a points system. You need three things decided and written down: when you ask, what you give, and who sends the thank-you. It is worth the effort, because referred customers can be worth more than other customers. A study that followed about 10,000 bank customers for almost three years found the average referred customer was worth at least 16% more than a similar customer who came in another way.
Source: Schmitt, Skiera and Van den Bulte, “Referral Programs and Customer Value,” Journal of Marketing, January 2011.
What should I give someone for sending a referral?
Give a thank-you that fits your business: a credit on their next service, a free add-on, a gift card to a local shop, or a handwritten note. Whatever you choose, give it quickly and personally, so the customer knows the referral mattered.
A credit on the next service works well because it also brings that customer back, which helps the Frequency lever at the same time. Pick one reward and give the same thing every time, so nobody has to guess what happens when they send someone. Some licensed trades and professions limit paying for referrals, so check your state's rules before you offer cash.
How do I get referrals from other business owners?
Partner with local owners who serve the same customers you do but do not compete with you, and agree to recommend each other to the customers you already have. A house cleaner, a carpet cleaner and a window cleaner can all send each other work without ever bidding against each other.
Start with one or two owners you already trust. Meet once, learn what each of you does best, and agree on how you will introduce each other: a note on the invoice, a mention at the end of a job, or a joint offer each of you sends to your own customers. This is how a FRAP Chapter works. A FRAP Chapter is a local group of 5 to 20 non-competing service business owners, one seat per industry, who meet on a regular cadence and cross-promote to each other's existing customers.
Should I ask every customer for a referral?
Ask every customer who tells you they are happy. If a job had a problem, fix the problem first and save the ask for the next visit.
Asking only when it feels right means asking almost never. A clear rule, like “every job that ends with a compliment gets the ask,” turns referrals from luck into a habit your whole crew can follow.