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Referrals are an awesome tool for growing your business if you already have a few happy customers.
Recently I had a climeeting with Miles a local builder at a Pub in Belbroughton called the Talbot.
Miles was struggling, and needed some more business quickly and needed it fast. He was thinking about having a new website built but I was unsure that this was the best thing to do as he needed some quick wins and a website takes a bit of time to generate results.
As we were speaking it was evident that Miles had some happy customers and it instantly struck me that here was a hidden opportunity for some quick wins.
Miles said he always gave cards to people and asked them to give them out to people if they needed a good builder.
We all expect our customers to be looking out for us, but the fact is they are busy just like us and probably forget about us once we have fixed that big issue for them. If you are dealing with the general public then it is unlikely that they will have your business card with them as they are talking to a friend so it gets left in the back of a draw.
So I said to Miles, “right tomorrow call all of your customers and ask them if they were happy with your work and why”. Now you might know the answer to this already but it gets the conversation going and helps to remind them about you.
Then I said “Tell them you need their help and would like the names of 2 or 3 friends that might need some work doing similar to the great work you had done for them.”
BANG! Hey Presto! Instant work……
I also told Miles “make sure you collect written testimonials from your customers to share with other prospects and let them call your happy customers if need be”. Make sure your customers know that this might happen and are also happy with this.
Miles now has 6 of these written testimonials which he uses as a sales tool for all prospective work and his job wins have improved as a result. There are also lots of other ways he can use those testimonials.
Not only that but Miles has saved himself some money to keep going by not having a website done and when his new strategy helps him to generate some extra cash he can invest the money on a new website for the future.
Easy, free and sometimes instant results, but you have to EARN and ASK for the referrals, and use them properly.
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