Referrals are your best leads. Pre-qualified, pre-sold, free. But most get them randomly instead of systematically.
Why Referrals Beat Everything
Higher close rate, less price shopping, no ad cost, better customers (like attracts like).
The Simple Ask
After every job when customer is happy: "I'm glad you're happy. If you know anyone who needs [service], I'd appreciate the referral." Simple, direct, effective.
Make It a Process
Build into workflow: completion conversation, follow-up email, invoice includes request, review request.
Create a Program
"Refer a friend, get $50 credit" or "Give $25, Get $25." Keep it simple. Complex programs get ignored.
Give Them Tools
Business cards to hand out, referral cards with their name, easy link to share.
Stay in Touch
Holiday cards, maintenance reminders, email newsletter. Out of sight, out of mind.
Partner Referrals
Other businesses can refer you too: complementary trades, realtors, property managers. Build relationships with people who see your customers before you do.