Secret #3: Referrals are your friendPosted: June 14, 2013
The best way to build your clientele is by referrals.
The only way to get referrals is by doing your job well.
What does it mean to do your job well?
In no particular order here are a few ideas:
Get technical skills: https://heididelmuro.wordpress.com/2013/03/25/secret-2-get-technical-skills/
People are busy.
They did their homework to find you, why do someone else’s too?
Free service or product you say? That just might work.
Offering incentives for your clients to spread the word costs much less than print advertising, and consumes less of your time than any other form of marketing.
Whenever your client comes in and says,
“I get so many compliments on my hair!”
That should be your cue to say,
“Great, I am so glad to hear that!”
But don’t stop there- next you could say,
“You know, for every referral you send me you earn ‘X’.”
I like the choice of words with earn, because it is work for them. They have to keep track of you, and make the effort to communicate with another about you. You have to keep track of their work, too. Because you already keep your client files up to date, note in your clients file who they referred so the next time they see you, their incentive is honored.
If you aren’t sure what type of incentive to offer, or what will work; think about your business.
What types of things can you afford to offer if you have 2 more clients in your chair?
There are two main things at your convenience; services and products.
Services cost you time (and money if chemical).
Products cost you money.
The incentive I have offered my clients since 2006- For every 2 new clients you send me, you earn the same service free. If you send two color clients, you get your color free. Two haircuts, free haircut. I do this to reward my clients who are loyal.
A lot of people offer an incentive for first time clients. I don’t usually do this because first time clients are more work for me, I can’t do more work for less. Also, there is less incentive for them to come back to you because next time is costs more. Besides, they can go down the street and get their hair done as a 1st time client with a discount, ahem. Notice a problem here? I can do a client for less who has been in my chair repeatedly, who is a joy to work with and who loves my work. They deserve an incentive because you don’t have to find them over and over again, they are coming back- so don’t gouge them.