If you hesitate the least bit in answering the simple question, “What’s the best way to grow your business?” then chances are, your business is experiencing little or no growth. Referrals are what successful companies thrive on, and they are what allow for massive growth and expansion. The services or products are so outstanding that the consumer raves to family, friends, and neighbors. You have loyal customers who keep coming back and plenty of new customers who are not at all price-sensitive — they just want to make sure that you are going to solve their problem. Your job is to put the customer at ease that they are in good hands, as you will by attending to their every need and providing them premium service.
I ask plenty of companies to tell me about their referral process or programs, but the answers I receive are usually fuzzy and unclear. I might hear something like “We do a great installation, we really pride ourselves on that. And when the job is done, we ask the customer for a referral, or we will offer the customer a $50 gas card if they can refer someone to us.” I must admit, that is better than nothing (but not by much).