Here’s a quick way to explain how you would like to be introduced when members of your network (professional, family, friends, etc) suggest your company to others.
Those in your professional network may be more attentive to the details, but the main points are easy for family and friends to remember.
I ask my referrers to use the acronym YES
Y - Why does the referrer use your company… quality, honesty, trustworthy, conscientious, etc.
E - Expensive: ie, they’re more expensive than their competition, but we don’t mind paying more because ________________
S - Selective: example… They’re too busy to take on very many new customers, or, They don’t work with everyone, but tell them I asked you to call.
I realize this goes against traditional marketing techniques. I also think this actually reduces the number of referrals I get (because of the “expensive” element), but those that I do get are much better referrals.
Y - everyone needs an explanation as to why “they” should do something, but your referrer should explain why he/she uses your services, rather than telling someone else why they should use your services.
E - might as well weed out the prospects who hire on price only. It’s good for the referrer to use the “because” key-word here too.
S - it’s human nature to want the things that are hard to get. This also can become a “bragging right”.
Good advice chopper. I work almost exclusively from referals. Every now and then I will get a wild hair and approach a potential customer, but, It is nice when your reputation proceeds you as a price booster. Boils down to the old adage “work smart or work hard for your money”. Another thought, always make sure that those that might refer you have your cards. I always leave at least three or four with customers and give my family nice card cases full of cards. I also offer a 10% “cut” for referals, which I will give as cash to friends and family or as a discount for a customer’s next cleaning. Even if they forget about it, make sure that you don’t. It goes a long way in getting your name out there when they are telling someone that they just got another $40 for something that they sold for you years ago.
[B]THEGLASSMACHINE[/B]
[I]“because glass looks it’s best when you can’t see it”[/I]
We stopped giving 10% referral rewards because it just hasn’t worked well for us. But I do agree with leaving extra cards and sometimes even discounting the next cleaning because the work often merits it.
