Customer Referral Marketing

Terry Campbell

Terry Campbell

Member
I was talking to a guy I know a church today and he is a District Sales Manager and educates himself all the time on selling techniques, this guy is pretty good at what he does, I think he could sell Ice Water in Siberia if he had too LOL

But he was telling me a few things that might help me out on marketing my Sweeping and Washing Business. He asked me if I use Customer Referral Marketing or something like that where you give your customers that are happy with your work an incentive to sell for you by sending you a Referral, offering a discount on the monthly service I all ready provide to them, like 25% off 1 property for a month or even two months for a Referral thats signs a service contract with you. He said it worked way better then cold calls by far and they use it all the time for new business, I was wondering if anybody has tried this before? and I think with the hard times a lot of the Pm's are seeing in retail this might give them an incentive to send someone they know to you.

I know I have Great customers so I'm going to give it a try and see if anything comes from it, I'm not out anything, only some profits, but nothing out of pocket so I think this maybe a Great Idea for me to try.

Let me know if you have heard of this or even tried it out, I know networking does work so I'm going to give it a shot.
 
Hey Terry. We have talked about implementing a referral program with our residential customers that we may start this year.
For every job that a customer refers to us, and that we actually complete, we will send them cash. We haven't decided on the amount yet...possibly around $10? We figured that cash is a pretty good incentive for anyone. We may give it a test period and see how we do.
 
I am also thinking of doing this because I had some one coming to take care of my grass around the house and he did the same I think it was like each referral you got him was like $25.00 off his next visit which was about every 2-3 months. I know that I got him 3 accounts around my house. So it worked great for him
 
I don't really offer a discount for sending a referral but we do market to get referrals. Here is how my cleaning service does this... We send a thank you letter after a job and include a coupon for them. But we also include a coupon for thier "friend"

This encourages a referral. It follows up with a customer. It is a good tool.

I included a copy. Ours is set up for mail merge. It puts the customers info into the fields. We also send 2 business cards in the letter.
 

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Michael do you do mostly Residential ? and do you do any Retail Centers? all my work is Retail Shopping Centers and for the most part, I get the Washing through Sweeping the Centers here, they seem to like to have one company do everything for them in this town for some reason.

So do you think it is better to send them a coupon instead of offering a discount on the next months service?

But I like your letter, very professional looking and it gives me Ideas for the one I'm going to send out.

You have a lot of Great ideas for marketing that you share, Thanks.
 
I have something similar to this. If I do Person A's residential home, and then Person A refers Person B to me and closes a sale, I will give Person A 15% cash of the Final Price of Person Bs residential home.

So let's say Person Bs home wash is $300, once the job is done, I will send Person A $45.

This has worked rather well so far because people want money.
 
FCPWLLC said:
I don't really offer a discount for sending a referral but we do market to get referrals. Here is how my cleaning service does this... We send a thank you letter after a job and include a coupon for them. But we also include a coupon for thier "friend"

This encourages a referral. It follows up with a customer. It is a good tool.

I included a copy. Ours is set up for mail merge. It puts the customers info into the fields. We also send 2 business cards in the letter.
Click to expand...

Hey mike, you could also send a magnet with the letter and put in there something like "I have included a magnet for you to secure the coupon to your refrigerator before your next appointment". That way they have the magnet on the fridge in case anyone asks and they dont have a business card handy.
 
I was thinking of something like that but using specially made gift certificates that I would send out to the person that I just did work for and they would be for 15% off any service for the month of February to give out to friends.

When the friends use them, I will send one to the original home owner and if they would rather have cash, send me back the gift certificates and I will send them a check or go in person and hand them some cash.

Each time a gift certificate is redeemed, I will send out a few more to the original home owner and now send a few to the person I just did a job for.

This way both the homeowner and the new home owner can benefit from a referral.

I need to think up a design for the gift certificates.

What do you think about this one?





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TLC Sweeping & Maint said:
Michael do you do mostly Residential ? and do you do any Retail Centers? all my work is Retail Shopping Centers and for the most part, I get the Washing through Sweeping the Centers here, they seem to like to have one company do everything for them in this town for some reason.

So do you think it is better to send them a coupon instead of offering a discount on the next months service?

But I like your letter, very professional looking and it gives me Ideas for the one I'm going to send out.

You have a lot of Great ideas for marketing that you share, Thanks.
Click to expand...

I do 99% residential.

The coupon is to generate another servicing from the original customer. The friends coupon is for a subtle referral. All the other stuff I see on the net or such just seems like too much work required on the part of the customer. I could get my payroll processing done free for the year if I refer 5 customers to Paychex. I haven't even sent them 1. If folks ask me who does mine I will tell them, but I am not a salesman for Paychex and don't waste time trying to find them customers so I can save a few bucks.

I just put the coupon out there to keep in touch and to subtly give them something to make giving my name to a friend a little easier.
 
FCPWLLC said:
I don't really offer a discount for sending a referral but we do market to get referrals. Here is how my cleaning service does this... We send a thank you letter after a job and include a coupon for them. But we also include a coupon for thier "friend"

This encourages a referral. It follows up with a customer. It is a good tool.

I included a copy. Ours is set up for mail merge. It puts the customers info into the fields. We also send 2 business cards in the letter.
Click to expand...

Thanks for sharing Michael, That helped me finalize the one I was about to print.
Thanks again!!!
 
FCPWLLC said:
I don't really offer a discount for sending a referral but we do market to get referrals. Here is how my cleaning service does this... We send a thank you letter after a job and include a coupon for them. But we also include a coupon for thier "friend"

This encourages a referral. It follows up with a customer. It is a good tool.

I included a copy. Ours is set up for mail merge. It puts the customers info into the fields. We also send 2 business cards in the letter.
Click to expand...

Hey Mike,

What database are you using for this form? I've done something similiar to this in the past but never thought about setting it up to pull names ect. from my database to auto fill it.

Yeh I know, duh..lol
 
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