[Paul_Ashworth]

How do you increase the number of referals you get ? we always leave a few flyers with clients and always spent time getting the job right but dont get a great deal of referal business ?

[carpetclean]

i have started leaving a 10% discount card for them to pass on it seems to work

[calmore]

Offer a bottle of wine/DVD/CD with every new bit of business they pull in.

[Steve N]

Ask customer to fill one of these in while your working, then contact each person in turn.

[the red carpet]

I got a big box of postcards printed up 5000 for £99 (should last ages)

My normal flyer on one side, and space for there name adress and a stamp on the back, and a little message, along the lines of

Hi, its Daniel here from "the red carpet" im sure you will remember us we cleaned your carpets for you some time ago

I hope you are well, just sending some cards to our previous customers just to remind them of our services in case theres anything we can do for you, or if you no of anyone who could use our services.

Also offer a £10 reward, but no one seems to want it.

Every old customer gets one of these every couple months
These are working very well for me

[the red carpet]

Another thing i am thinking of doing is getting some vouchers printed up for (free stain/spill removal)
and sending these to customers as a thank you for reffering me, this should keep the customers happy, and put a one year cut of date on the vouchers that way you have a good chance of getting back in there houses and they will usually want somthing else doing while your there.

Also a little tip iv learned, if your gonna send something dont send high street vouchers or cash, send them a cheque.

If they get a cheque its shows you apreciate what they have done for you and makes you look good, but for some reason they hardly ever bank them iv sent about 15 and only 2 have been banked so them 15 refferals have only cost me £20.

Had i have sent vouchers, it would have cost me £150 and 13 would probably still be sitting in a kitchen drawer somewere.

[Mike Osbourne]

Your doing well there Red and I'm just wondering why those people haven't cashed those cheques.

I have a very nice set up that I have used for years in another field and has translated very well to cc referals. Most good books on generic sales will have some useable ideas.

I think it's important to frame things as to what's in it for them and their referal rather than myself and my business. Use the psychology of reciprocity to really help them feel obligated. 

What hasn't translated well is rebuttals to referals not being forthcoming and I just leave it there because it may be too pushy, but I'm thinking about a softer tack.

[calmore]

Just been reading about the Co-Op and how they are bringing back the "divi" and that got me thinking.

How about some sort of loyalty card system? You could give the customer a card with 10 boxes on it. Each time they have a job done, or they refer someone to you who has a job done they get one of the boxes stamped.

Once 10 boxes are stamped they can redeem the card for a free clean up to £150 in value (Say).

[stevegunn]

Just do a good job then you'll get referrals