The referral

Referrals are a very nice feeling.  It’s wonderful when someone calls you with excitement because you did a good job for their neighbor, a family member or a friend.  The last thing you want to do is let down the referral.  So, make sure you give this customer the same A Plus treatment that you gave the referring customer.  This can be a good source of revenue.  This is a lead that cost you nothing, so don’t blow it. 

You can also incentivize your customers and ask them for referrals.  You can offer an incitive such as a 50-dollar visa gift card for every referral that they send to you. I would avoid stating things like we will provide you with a visa gift card for every customer who signs a contract.  You want to thank them for the referral, not reward them “if” you get a new contract.  Don’t put conditions on the gift for the referral. 

Referrals can and should become a significant portion of your customer base. Keep in mind, it takes time, even years to develop a healthy referral base.