3 proven ways to get referrals for landscaping and lawn care

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3 Proven Ways to Get Referrals for Landscaping + Lawn Care Presented by

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Page 1: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

3 Proven Ways to Get Referrals for

Landscaping + Lawn Care Presented by

Page 2: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:Referrals can be the slowest way to gain new landscaping clients…

Page 3: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

...at first.

Referrals can be the slowest way to gain new landscaping clients…

Page 4: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

But when your business does referrals right, you’ll see a windfall.

Page 5: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

But when your business does referrals right, you’ll see a windfall.

Good referrals generate a constant stream of extremely high-quality leads from your pre-existing lawn care and landscaping clients.

Page 6: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

But when your business does referrals right, you’ll see a windfall.

Good referrals generate a constant stream of extremely high-quality leads from your pre-existing lawn care and landscaping clients.

Click here to learn the best ways to market your lawn care or landscaping business.

Page 7: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 8: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

No industry benefits from client referrals like the Green Industry.

Page 9: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

No industry benefits from client referrals like the Green Industry.

The reason is simple: You sell an “invasive” service.

Page 10: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

No industry benefits from client referrals like the Green Industry.

The reason is simple: You sell an “invasive” service.

You go to where your clients live and change the way people see their homes.

Page 11: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

No industry benefits from client referrals like the Green Industry.

The reason is simple: You sell an “invasive” service.

You go to where your clients live and change the way people see their homes.

Clients must trust you.

Page 12: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

It helps if you look like a professional, but…

Page 13: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

It helps if you look like a professional, but…

...no matter who you are or what you look like, leads will see you as a sales person.

Page 14: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

It helps if you look like a professional, but…

...no matter who you are or what you look like, leads will see you as a sales person.

In order to get loyal, very profitable clients, all lawn care and landscaping companies need to break through the WALL OF DOUBT.

Page 15: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 16: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

When Mrs. Smith wants to know who has the best lawn care service, she’s going to trust her neighbor more than she will trust you.

Page 17: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

When Mrs. Smith wants to know who has the best lawn care service, she’s going to trust her neighbor more than she will trust you.

That’s why you need to get referrals.

Page 18: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:Good referrals do three things:

Page 19: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

• Make clients aware of you.

Good referrals do three things:

Page 20: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

• Make clients aware of you.

• Shortcut your past competitors (in your client’s mind).

Good referrals do three things:

Page 21: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

• Make clients aware of you.

• Shortcut your past competitors (in your client’s mind).

• Eliminate objections clients might have – before they even talk to you.

Good referrals do three things:

Page 22: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 23: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Also, when you win Mrs. Smith over, she’ll tell her other neighbors about you.

Page 24: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Also, when you win Mrs. Smith over, she’ll tell her other neighbors about you. She’ll encourage them to hire you – instead of someone else — because she truly prefers your business.

Page 25: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 26: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

So, how do you get them?

Page 27: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step One: Target Your Best Clients

Page 28: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:Some owners ask everyone for referrals.

Page 29: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

This is bad idea. Most of these referrals will be low-quality, “one-and-done” clients.

Some owners ask everyone for referrals.

Page 30: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 31: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, approach the top 20% of your clients.

Page 32: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, approach the top 20% of your clients.

These people love your work, they always pay on time, and they rarely complain (if ever).

Page 33: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, approach the top 20% of your clients.

These people love your work, they always pay on time, and they rarely complain (if ever).

They also typically socialize with people who are similar to them.

Page 34: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, approach the top 20% of your clients.

These people love your work, they always pay on time, and they rarely complain (if ever).

They also typically socialize with people who are similar to them.

If they live in upscale neighborhoods, they will only refer other upscale clients.

Page 35: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Two: Use Incentives the Right Way

Page 36: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Two: Use Incentives the Right Way

Referrals should not feel like business transactions. This will cause friction.

Page 37: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Two: Use Incentives the Right Way

Referrals should not feel like business transactions. This will cause friction.

Instead, referrals should feel like gifts.

Page 38: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Get $25 off your first mow!

1. Make referral gift cards for discounted services.

Page 39: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Get $25 off your first mow!

1. Make referral gift cards for discounted services.

2. Hand these gift cards out to your best clients, and tell them, “Hey, if you know someone looking for more services, would you mind giving them this card? We would really appreciate it.”

Page 40: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Get $25 off your first mow!

1. Make referral gift cards for discounted services.

2. Hand these gift cards out to your best clients, and tell them, “Hey, if you know someone looking for more services, would you mind giving them this card? We would really appreciate it.”

This makes it very easy for your clients to refer new people to you.

Page 41: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

I, _____________________,

am referring _____________,

to XYZ Lawn Services.

Page 42: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

I, _____________________,

am referring _____________,

to XYZ Lawn Services.

3. Put a “fill in the blank” line on the card.

Page 43: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

I, _____________________,

am referring _____________,

to XYZ Lawn Services.

3. Put a “fill in the blank” line on the card.

Make sure your client writes his or her name on the card so you can identify the referrer.

Page 44: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

4. Send a ‘thank you’ gift to Mrs. Smith after she sends you a great new client. Restaurant gift cards work well.

Page 45: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

4. Send a ‘thank you’ gift to Mrs. Smith after she sends you a great new client. Restaurant gift cards work well.

Mrs. Smith will be thrilled, and she will send all of her neighbors and family to your business.

Page 46: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

Page 47: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Page 48: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

Page 49: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

• Broke something.

Page 50: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

• Broke something.• Were late to the appointment.

Page 51: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

• Broke something.• Were late to the appointment.• Didn’t complete the job 100% to your standards.

Page 52: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

• Broke something.• Were late to the appointment.• Didn’t complete the job 100% to your standards.

Bad days happen.

Page 53: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Step Three: Choose the Right Time to Ask

The worst time to ask for a referral is after you’ve failed to satisfy a client.

Don’t ask for referrals if you:

• Broke something.• Were late to the appointment.• Didn’t complete the job 100% to your standards.

Bad days happen. Don’t make it worse by asking for favors.

Page 54: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care
Page 55: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, ask after you’ve performed your best work.

Page 56: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, ask after you’ve performed your best work.

When you make a client happy, they’ll be happy to do more for you.

Page 57: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

Instead, ask after you’ve performed your best work.

When you make a client happy, they’ll be happy to do more for you.

Satisfied clients will trust you. They’ll go out of their way to refer new clients for your landscaping or lawn mowing business.

Page 58: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:Referrals are critical to your company’s success.

Page 59: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

At some point, these questions have likely popped into your head:

Do them right and new, high-quality clients will flock to your business.

Referrals are critical to your company’s success.

Page 60: 3 Proven Ways to Get Referrals for Landscaping and Lawn Care

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