“Five years ago, it might not have mattered if you rewarded those who refer you, says Beverly Koehn, author of Loyalty is Love, a book on customer satisfaction in residential construction. Today, she says, you need to give them a reason to want to. “It’s not their job to build your business,” Koehn says. “If you do an exceptional job and ask, you’ll get referrals. But if you just do an exceptional job and never make the effort [to ask for referrals], you may get some but not many.” What you’re asking for is a favor, and a reward acknowledges the favor. What the reward consists of depends on you, your company, its resources, your clients, and what you’re comfortable with. Whatever the incentive, it should be consistent. It takes work to create a system and work to sustain it. But the experience of many contractors shows that a well-designed and consistently managed system regularly yields leads. And the more referral business you get, the less you’ll need to spend on your overall marketing.” Continue reading this article in Remodeling Magazine…
How to Reward Clients Who Get You New Business
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