Doesn’t matter how you get them, but they are ultimately the most important factor of your business. Wherever you go, whoever you meet, there is another potential client or referral for your business. Putting on a smile and keeping a good attitude is the most important part. I have spoken with so many professionals about how they get their business, and their number ONE response has been referrals. The thing that doesn’t seem right, is that 90% of them haven’t had a referral program. They ask for them, but does the person get anything in return for sending business their way? No.

For someone like me, if I’m satisfied with a service, I am more than happy to mention it to other people when it comes up - to a friend. But when there is an incentive, I jump at the opportunity, even when it’s a stranger I’m talking to.

It’s as simple as this. Since my fabulous hairdresser (my sister) moved out of state, I’ve been struggling to find a new one. I’ve tried several people on my own. Just calling the next best name in the phone book. Results had been nothing spectacular. Finally, I noticed a good friend of mine was getting a cute cut, so one night, I finally asked her who was doing her hair. She perked up and said “Corrie, she does a great job and if you give her this card, she’ll give you 20% off the first time you go in.”

Sounded like a bargain to me, but first I said, “So what are you getting out of this? I know you aren’t just walking around with her cards for nothing.”

Her response? “I hand out four of them and she gives me a free haircut.”

I chuckled and said, “You bet, I’m willing to give her a try, especially if it saves me 20 bucks and you benefit too. Can’t be any worse than I’ve had, I might as well give it a go.” Now, Corrie is runner up to my sister and I have now referred four people to her (2 friends and 2 complete strangers who just mentioned they liked my cut). I’m working on my fifth for my free cut, so if anyone is in need…. She’s a great person to chat with for an hour, and she’s always smiling, asking about how things are going like we’ve known eachother for years. There’s nothing better than being comfortable with people who affect your everyday life… that’s a Realtor! Technically, your Realtor has a lot to do with the way you spend your every evening. They are the ones providing a great service to find you a home that fits you best.

Now I know Realtors don’t get return customers like hairdressers (man wouldn’t that keep you busy!), but there is still an opportunity to reward people who give you referrals. Gift certificates, flowers, anything you can think of that might put a smile on someone’s face is a great start! Team up with your fellow real estate value chain members, lenders, landscapers, plumbers, electricians. Get creative.

Do you have referral programs? Feel free to share your experiences!

Happy creative marketing,

Erika

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