Tips On Getting Referrals In The Cleaning Business

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by Tom Watson on September 26, 2010

Seeking and obtaining referrals when you run your own cleaning business is not only smart business, it’s good for your pocketbook too. 

Getting a referral from an existing customer is better in two distinct ways than trying to convince someone to choose your company with traditional forms of advertising.

For one, it’s free! When you run a advertising campaign of some kind the cost to acquire each client gets rather expensive at times (especially when you are new at the game).

The second reason a referral is better than advertising is because the individual who was referred is much more likely to believe the person referring them than anything you are going to say. This is because they know you are biased, and have something to gain from the transaction, while the referral has nothing to gain.

Here are some other reasons why referrals are so highly prized:

  • Referral marketing quickens the sales cycle. Your small business can focus on customers and their circle of influence instead of shouting from the tree-tops trying to convince people to do business with you.
  • Referrals build your inventory of satisfied customers. The cycle self-perpetuates with more satisfied customers referring others to your cleaning company. 
  • Referrals increase your sales revenue. According to numerous studies, your closing ratio for non-qualified leads is 10 percent versus a 60 percent close ratio with referred leads. Wow, what a difference!

If the referral game is so enticing, why do most new cleaning businesses fail at it? Well, the reason is rather simple, because they use the wrong approach and this leads to limitited (or no) success. To keep your business on track building high quality and high profit referrals, follow these tips:

Simple Tips To Get More Referrals For Your Cleaning Business

Set a goal to shoot for. In business, you measure the results to improve performance. This means you need to set a clear goal with a time line. An example might be, a 20% increase in referral business over the next 4 months.

Use better timing. Conventional sales wisdom says the best time to ask for the referral is immediately after the close. This tactic is too aggressive and can actually back-fire on you. Give your customers some time to experience your service before asking for a referral. Only ask for the referral sooner if your customer is already thrilled with your service.

Use the top 20%. Not all of your customers are referral candidates. Some people may love your service but simply won’t put their reputation on the line for anyone. Focus on the top 20% that are ecstatic about your service and ask them for referrals instead.

Give extra to receive extra. Give your customers extra service and follow-up support before ever asking for referrals. When you give willingly to your customers they will return the favor (remember to give referrals when you can too).

Be clear as to who your looking for. Inform your referring customers of the type of customers you can help. Providing a clear picture of the customer demographics will help them choose only the best prospects to refer to you.

Create a “Rewards Program”. Provide special rewards to your referring customers on a regular basis. If a customer provides you with several prospects, offer them something special like highly discounted pricing or some free service.

Create a system that says “thanks”. It is important that you establish trust with your customers, as this keeps them sending referrals your way. You can do this by creating a basic thank you letter that can be personalized and sent to each person who referrals your service. Treat your referral sources with the highest level of care possible. This will not only build a foundation of trust, it will also keep hot prospects coming to your door instead of your competitions door for the foreseeable future.

Like I mentioned earlier, these tips are simple and easy to use. When executed as part of a system they can drive your referral business and build sales revenue faster than just about anything else you can do. Get started today and watch your referrals (and revenue) grow.

{ 11 comments… read them below or add one }

1 Rodelia February 26, 2012 at 9:48 pm

Thanks alot. very helpful

2 Tom Watson February 26, 2012 at 10:10 pm

Your very welcome!

3 Moses June 30, 2014 at 4:56 am

I would be able to perform best jobs in a good price

4 Tom Watson June 30, 2014 at 6:47 am

Hi Moses! That is the goal. Keep us posted.

5 sam December 20, 2014 at 3:49 am

You guys are great.
am really educated

6 Tom Watson December 22, 2014 at 11:16 am

Thanks Sam.

7 fabiola January 22, 2015 at 12:56 am

hi my name is fabiola I am barely starting my business and I hve no idea how to get contracts to clean offices and big buildings I need your help , thanks(:

8 Tom Watson January 22, 2015 at 11:17 am

Hi Fabiola! First… sign up for the mailing list (top of homepage or right sidebar). Then email me from the contact page, I’ll help you out.

9 Emma Occenat July 18, 2015 at 11:05 pm

hi my name is emma I am barely starting my business and I hve no idea how to get contracts to clean offices and big buildings I need your help , thanks(:

10 Tom Watson July 19, 2015 at 3:10 pm

Hi Emma! I am NOT BIG ON SELLING, but if you are that new…. you really need to consider my courses. They walk you through the process step by step… take a peek and if you have any questions about the Start-Up Guides, just touch base… http://www.cleaning-4-profit.com/start-your-own-cleaning-business/

11 Shawn Ringley August 18, 2017 at 7:01 pm

I will have to say I was very impressed! first thing I am going to do is what you did to the t!! I just want to thank you because you really helped me your friend Shawn.

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