By: Aaron Santas
It doesn’t matter what business you are in, there is no better lead than a repeat or referral client. But strangely enough, most residential home services companies focus on the “Magic Bullet” to attract new clients and leads.
They spend thousands of dollars on Pay Per Click and SEO campaigns, direct mail and more. All to attract people who are much less likely to buy than someone who is already familiar with their company.
Now I am not saying that this type of marketing isn’t important, it is. However there should be just as much emphasis put into stimulating referrals and repeat sales as generating a marketed lead.
So what can you do to get more referrals?
First and foremost, you need to leave a lasting impression!
Just doing the job right is expected. If the roof gets installed correctly, great! But don’t expect extra points. The client would have no idea if your job was done any better than the other 100 companies they could have chosen.
This is because they are not professionals in your trade. They have no idea how good or bad anyone else is.
In order to leave a lasting impression, you need to make the EXPERIENCE memorable (In a good way)
If you have done a masterful job of procuring the order, scheduling, dispatching, and executing the job on-time and on-budget, then you can put a bow on it with an unexpected gift or bonus.
Think about a time when you bought something, and you got MORE than what you were expecting? How much more likely were you to recommend that product or service?
A great idea is to send them a thoughtful gift after the job is finished. This isn’t a magnet with your business name and phone number. We are talking THOUGHTFUL.
The more personalized the better.
If you have the right kind of CRM you can customize gift delivery and selection by whatever criteria you can think of!
This could be:
Gender, age, lifestyle, hobbies or interests.
It doesn’t have to be expensive, it just has to be thoughtful, and sincere.
Try it out, and get ready for a flood of happy new clients!
P.S. If you would like help in designing a program to attract more referrals for your company fill out the form on this page!