3 proven ways to get referrals for landscaping and lawn care

3 Proven Ways to Get Referrals for

Landscaping + Lawn Care Presented by

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

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

...at first.

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

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

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.

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.

No industry benefits from client referrals like the Green Industry.

No industry benefits from client referrals like the Green Industry.

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

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.

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.

It helps if you look like a professional, but…

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.

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.

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.

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.

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

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

• Make clients aware of you.

Good referrals do three things:

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:

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:

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

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.

So, how do you get them?

Step One: Target Your Best Clients

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

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.

Instead, approach the top 20% of your clients.

Instead, approach the top 20% of your clients.

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

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.

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.

Step Two: Use Incentives the Right Way

Step Two: Use Incentives the Right Way

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

Step Two: Use Incentives the Right Way

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

Instead, referrals should feel like gifts.

Get $25 off your first mow!

1. Make referral gift cards for discounted services.

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.”

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.

I, _____________________,

am referring _____________,

to XYZ Lawn Services.

I, _____________________,

am referring _____________,

to XYZ Lawn Services.

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

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.

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

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.

Step Three: Choose the Right Time to Ask

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.

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:

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.

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.

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.

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.

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.

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

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

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

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.

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

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.

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