It’s time to develop a referral strategy that will lower your customer acquisition cost while bringing in the type of customer you are looking for. That way, even if you don’t find “high-end” clients, your company will still be able to generate leads and new customers profitably.
If your service is good, garnering referrals won’t be as hard as you might think.
You say your business has been around for seven years, so you probably have a number of valuable customers. Use your best customers you have as a resource to generate new customers and don’t be afraid to ask them to help.
If you tell your best customers you are looking for more customers just like them, you’ll not only flatter them, they will probably bring you more customers that will use your services time and again.
You can give incentives for referrals as well. For instance, offer customers half off a service for each referral they bring you.
If you generate more referrals, but they still aren’t the type of customers you are striving for, consider where you’ve been looking for your customers.
The avenues you mentioned aren’t exactly where the rich are looking for your business.
They are more likely to find you online than in the Yellow Pages, but only if your website is easily found. If the website you have isn’t drumming up business, you should probably look a bit closer at the way search engines find your business or Search Engine Optimization.
Have you optimized keywords on your website? Do you have keywords that describe your business and match what people would search when looking for a business like yours?
You can also partner with another business that caters to the type of customers you want, if you can work out a deal in which they promote your business and you gain access to their database of customers.
How about a deal with the local “high-end” car dealership where they offer your landscaping services each time someone bought from them?
When your company goes in and does a great job at that new car owner’s home, do you think that might generate a lead or two?
Of course, getting those new customers is just the first step. Once they are customers, you have to make them repeat customers and then advocates of your business.
The ultimate goal is to turn each of your customers into ravings fans, who can’t help but tell others about your business. If your business does it correctly, it will lead to referrals and a thriving business.
All the best,
Brad Sugars