[Steve Chapman]

Hi All

Am in the process of getting some referall cards printed with discount for new customers, for existing

clients to give away to friends and family etc.

I will get the exiting customer to note there name address on the back, so i can log it when i get

handed the card.

What do you think is a suitable reward for this?

I want something quick and easy so its not too much work, i remember reading a post where someone

just posted £5.00 when they got a referall!

Was thinking something along these lines, or maybe posting a discount voucher for a future clean....

Any other ideas....

What do ya think?

regards
steve

[Mike Osbourne]

I've done M&S card vouchers and they have been good. Fivers are a bit manky these days anyway.

[Shaun_Ashmore]

Goron Knight had a good one on here a few months ago.

Shaun

[Shaun_Ashmore]

Found it

www.cleanitup.co.uk/smf/index.php?topic=63306.0;all


Shaun

[daysdeepclean]

Put yourself in the customers shoes, what would want in return? If someone offered me a £5 note for refering them to my friends, I'd jump at the chance.... If it was a scabby fiver? I'd still be happy

[derek west]

just a thought but...
if it was a tenner or possibly £15, do you think you may entice professional sales reps, i mean! how much do these gas fella's or double glazing reps get per sale?
derek

[Mike Osbourne]

Derek

The whole idea of referrals is you utilise the fact that they have used your service and are TRUSTED. Even if they have taken a small bribe.

[derek west]

sorry mike
just getting ahead of the topic.
derek

[Mike Osbourne]

I think having proper referral systems in place, make all the difference in the world to the bottom line. You do have to keep on trying and tweaking them, but most people  can't be arsed as soon as they get busy which is a mistake.

[clinton]

Mike

Am guilty of that then

[Mike Osbourne]

Shame on you Clinton!

[robert meldrum]

Why would some one refer YOU ?

Were you on time, achieved a brilliant result, were pleasant, well mannered, tidy, showed consideration for their possessions, did a little more than agreed.

If you answered yes to most of these, you won't need to ask, but referrals sometimes take a while to bear fruit.

[Shaun_Ashmore]

I agree Robert but a friendly push can also bring fruit down from the tree more often and at a fast rate.

If you do nothing expect nothing.

Shaun

[robert meldrum]

True Shaun. It's good to nudge, especially after telling them what a wonderful job you've just done !

[Jeremy]

We introduced a referral system at the begining of 2008. Up until that point we had seen a steady 30% increase from the previous period year on year from when we started in 2005.

Our referral system offers a 10sq meter frree clean, no obligation to all new customers. It also offers 10% of the clean (before VAT) back to the customer doing the referring as a discount on their next clean.

After 6months we had seen virtually no return, but we were persistant with the letters being sent out.

I think we had about 10 people booking through the referral program, out of which 3 were completely free cleans (Please just do the one bedroom, its only 10 sq meters). We thought we had made abig mistake.

In June (South African mid Winter) we noticed that we had booked 11 calls through the referral program out of about 45 calls, again I think there was about 3 free cleans. from then on the referral system just exploded.

We now book 30% of all calls through our referral program. From having 1 team in December 2007, we had to hire backies and ran 3 teams in December 2008. What is most interesting is that the average customer purchase has increased by 15% and thats 15% above the price increase in March 2008 .

SO DO THE FREE JOBS

[robert meldrum]

You could think of referrals as a long term investment that WILL give a return, but need patience. Occasionally you will get a quick return, but you could wait a year, even longer.

[Shaun_Ashmore]

You are right Robert but I guess that it depends what the incentive is, I like Goron's idea but also the free 10sq metres to potential customers is a good one.

The way I would do it is offer a recommendation sheet to the present customer telling them that if you get any promotional offers would you the customer and 3 of your friends or family want them sending via email or post to their homes then just offer the friends and family the 10 sq metres for free and keep the original customer on the datatbase.

Shaun

[derek west]

theres pushy referals.
you ask (after the clean) your client for 5 names and addresses of friends and family that may be interested in having there carpets cleaned, then you call or right to them. think i read it in JP's book somewhere.
derek

[Shaun_Ashmore]

To get the referal to book is the hardest thing as people think you are fibbing!

Joe Polish recommends a 'you won a free carpet clean' but I don't, I would at the top of the letter put the original person's name and then put has recommended you for a free carpet clean.Personalising it with a known person will increase the response incredibily.

Shaun

[Steve Chapman]

The problem i have with Goron's idea is that the new customer knows the person refering them is

getting paid for it, so it could dampen their enthusiasm to take up the offer, as they are not refering you

just because they think you  are good.

I think it would be better to offer a discount to new customers by referall cards but keep the reward

part of it just between you and the original customer!

Just my opinion 

regards
steve