Referrals can be highly beneficial and can bring out some of your best customers, however, referrals can be difficult as they are not very scalable or repeatable, which is why today Mike is here to talk all about how you can get more referrals for your cleaning company! Before we start it is important to note that referrals should never be your only source of new clients. Having five or more different sources of client attraction can be a great way to guarantee that you’ll meet your client attraction quota.
The first idea that you may need to rewire is the idea that referrals are and always will be random. If gone uninterrupted, referrals can certainly seem random, however, if you get the right systems in place and really start to track them, you’ll realize that not only are they not random, but you can actually influence them.
Secondly, a lot of people assume that referrals are all the same and that you should always take them, however generally your better customers will give better referrals. It’s important that you make sure that your clients are compatible with your company, even if they are referrals. Making sure your customer has the pain that your solving is an important way to keep your business at it’s best.
Another thought is that we may need to change up is the idea that referrals can only be asked from a client that you’ve had for a long time. Mike has found that the best time to ask for referrals is actually when they first sign up! It’s important to have systems set up that handle your request for referrals, and they should be done early and often. Some people also think that you can only inquire about referrals once, but if you’ve got the right systems in place you can have requests sent at specific times and in specific ways that can really provide a lot of benefit to your company.
The last idea that you need to get over is that referrals can only come from your current customers. Some of Mike’s best clients actually came from people who were ‘failed bids’. If you do a great job during the sales pitch, oftentimes if they aren’t a fit but know someone who might be, they will refer them to you. You can also look toward previous customers, friends or family, previous bids, etc. for potential bids. It’s important to make sure that you’re doing a great job before asking for referrals as well.
One thing that you may want to avoid is offering money to people who join through referrals. While that can be a good incentive, how you present the offer is very important, as you don’t want customers who aren’t a good fit and are just joining for the money. If you’re dead set on offering a monetary value to your customers, it’s better to split the money between the ‘refferer’ and the ‘referree’ as to make it less one-sided and make sure that you’re getting your referral based on merit rather than just for the monetary gain.
If you’ve got a lot of value from this and would like to chat with Mike one on one in a complimentary breakthrough session, head over to www.GrowMyCleaningCompany.com/talk and schedule an appointment today!