How to develop a dynamic referral system

Compelling your clients to provide you with quality referrals is one of the best ways to build a successful business. Here are ways to ‘train’ your clients to make quality referrals. SPONSORED CONTENT

May 27, 2014 |
John Negich

Photo: Stuart Miles via FreeDigitalPhotos.net

Compelling your clients to provide you with quality referrals is one of the best ways to build a successful business. 

“A powerful referral system has the potential to increase your bottom line by 5 to 20 percent or more,” says Business Leadership Coach Jonathan Goldhill in a recent Construction Business Owner article. “Most business owners leave tremendous sums of money on the table by not having referral systems in place that excite their clients enough to recommend their business to others.” 

Here are ways to ‘train’ your clients to make quality referrals. 

The leading question to ask 

“With laser-like precision, you can help identify the perfect prospect you’re seeking by asking your clients, ‘Do you know any developers with commercial projects planned for our area?’ or by asking ‘What architects do you know in town who work on commercial and/or public works projects?’” Goldhill writes.

If your customers are satisfied with your expertise and service, ask them if they can think of anyone else facing a challenge or problem similar to the one you solved for them. 

The referral sheet or ‘brain tickler’ form

If you’re targeting particular types of businesses, list them on your referral sheet with spaces for names, phone numbers, contacts and addresses. 

“If you want your client to think of a particular demographic profile, write a specific description on your sheet, e.g., a civil engineering firm that specializes in commercial, road and highway construction, heavy construction, water/sewer and pipeline, excavation and demolition,” he writes.

Get the address book

Ask your clients to find five to 10 names in their address books that suit your demographic profile. 

Get to know who your clients know

Even if your client is new in town, he or she might know a person in the commercial construction industry who, in turn, knows quality people who could use your service. 

How to time the referral request

Consider these five major opportunities to ask for referrals:

When a client pays for your services

When you’ve had a client who has used your services numerous times

Within a few days of seeing the client

When you receive praise or a thank you from a client

Thanking your clients

To maintain the flow of referrals, send a thank-you card or gift when your regular client sends you a referral. 

“Another idea would be to give a select number of your regular clients coupons to give to the people they refer, inviting them to come to your business and receive a complimentary gift,” Goldhill writes. “Once a client has impressed you with numerous high-quality referrals, consider offering them a more significant reward that is tied to your services.” 

Read more at Construction Business Owner.

Editor's Note: This is sponsored content. The text was provided by the sponsor company.

John Negich | Metal Building Trends

John Negich is Vice President of Sales for Star Building Systems. He began his career with Star in 1985 as District Manager for the Pittsburgh District. During his tenure, he has also served as Region Manager for Star's Eastern Region and most recently for Star's Northern Region. John attended the Ivy School of Professional Art in Pittsburgh, PA, as well as the Greensburg Institute of Technology in Greensburg, PA. Prior to his time with Star, John practiced architecture.

Related Blogs

Two loads you must understand before requesting an estimate

Mezzanine in a Bilbao metro station, Spain. Photo: Javierme/Wikimedia Commons.

July 30, 2015 | Metals | Metal Building Trends
Heat, Convection, Conduction, Radiation, Metal Buildings, Insulation, Heat Transmittance

Heat energy has only three mechanisms through which it can transfer: thermal convection, thermal conduction, and thermal radiation.. Illustration courtesy of kmecriunit/Wikimedia Commons

June 30, 2015 | Metals | Metal Building Trends

Thermal convection occurs when hot molecules move from one location to another.

What’s in a coating, and why does it matter?

Colofrul buildings in Tirana, Albania. 

June 15, 2015 | Coatings | Metal Building Trends

When the sun starts swinging punches at your building's coating, chalking and fading will start. But there'...

How Big Of A Building Do I Need?

The good news is that metal buildings are expandable, especially if you plan expansion potential into the original design.

June 04, 2015 | Metals | Metal Building Trends

Here is some advice on how metal buildings can be a solution for space shortages

Six Questions to Ask Before Purchasing a Door

Things to consider before purchasing include wind speed requirements and need for door to be rated for fire.

May 18, 2015 | Metals | Metal Building Trends

A set of six questions to help you confidently purchase the right door.

How to get the most out of a metal roof

The finish on the metal is integral to preventing corrosion. Scratches can compromise that protection, especially if metal is exposed.

May 11, 2015 | Metals | Metal Building Trends

‘Low-maintenance’ is not the same thing as ‘no maintenance.’

Are Metal Roofs Lightning Magnets?

A metal building system, with a conductive metal roof and a conductive metal structural frame, gives lightning a low-resistance path to the earth. Photo: David Selby/Wikimedia Commons.

April 24, 2015 | Metals | Metal Building Trends

According to The Metal Construction Assocition, a metal roof will not make lightning more likely to strike,...

The Inherent Sustainability of Steel

It’s worth noting that recycled materials are not difficult for steel-makers to acquire. Steel recycling is well established in North America, and has been for decades. Photo courtesy of Pixabay.

April 03, 2015 | Metals | Metal Building Trends

The steel in a metal building system may contribute to points for Recycled Content under the USGBC’s Leader...

Top FAQs for Metal Building Insulation
March 16, 2015 | Metals | Metal Building Trends

Here are some of the most important issues for keeping fiberglass insulation working at its maximum.

The metal and glass S.R. Crown Hall of the Illinois Institute of Technology built in 1956, designed by Ludwig Mies van der Rohe. Photo: Joe Ravi/Wikimedia Commons CC-BY-SA 3.0

March 10, 2015 | Metals | Metal Building Trends

A new report by the Metal Building Manufacturer's Association explains the entity's efforts in refining and...

 

Add new comment

Your Information
Your Comment

Filtered HTML

  • Web page addresses and e-mail addresses turn into links automatically.
  • Allowed HTML tags: <a> <em> <strong> <cite> <blockquote> <code> <ul> <ol> <li> <dl> <dt> <dd>
  • Lines and paragraphs break automatically.

Plain text

  • No HTML tags allowed.
  • Web page addresses and e-mail addresses turn into links automatically.
  • Lines and paragraphs break automatically.
Refresh Type the characters you see in this picture. Type the characters you see in the picture; if you can't read them, submit the form and a new image will be generated. Not case sensitive.  Switch to audio verification.
Overlay Init