Why do so few customers refer their friends and family?
In my experience, contractors either don’t consistently ask for referrals, or if they do, they ask in a passive way.
It’s typically left up to the salesperson, who asks for a referral at the end of the project. “Hey, if you have friends or family interested in a project, please send them my way.” The client says, “You bet!”
Most of the time, that’s where it ends, but what if the salesperson could say without missing a beat, “Awesome, I’ll follow up with an email.”
In my experience, it’s all about the follow up.
Here’s how to follow up for referrals: Just A-S-K.
- Automate: Use marketing automations to get results and control costs.
- Send: Send a regular newsletter to build trust and stay relevant.
- Keep Going: Expect more from the content that you create.
I’ll break down each of the three steps in the coming weeks.
