Referrals, Referrals, Referrals
The Wise Crack - September-October 2006
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In speaking with windshield repair business owners over the last few
years, I have noticed one particular marketing tool that most of them are
not taking full advantage of, customer referrals.
You have heard it a million times. “Your customer base is your most
effective marketing and sales tool!” Are you taking full advantage of this
powerful tool? Most of the technicians I speak with have no official
referral program. They may be getting referrals due to their great customer
service or their connections in the community, but a focused referral
program with a tempting call to action can turn that trickle of referrals
into a waterfall.
You can try giving each customer 5 coupons for discount on your services to
give to friends and family. When one is returned, your customer receives a
perk of some sort. You can offer anything from coffee, sandwiches, free
carwash, to cash. It just needs to be something that drives your customers
to give those coupons out.
Some of the most successful and long lasting repair operations in the
country have been built on the strength of superior referral programs that
really get their customers involved in driving their business. Ask yourself
if your customers are really out there working for you. If not, get to work
and put together a plan that will work for you and your customers. Yes, it
takes work, but so does anything worth doing.
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