Turn Customers Into Referrals

In Nielsen's 2021 study of more than 40,000 consumers, 88 percent said they trust recommendations from people they know more than any other channel. Word of mouth is the oldest marketing there is, and it still wins.

Ask, Do Not Hope

Most happy customers would refer you. Most never think to. At the end of a good job, say it plainly: "If you know anyone who needs this, I would love the referral." Then hand them two cards, one to keep and one to give.

Thank Every Referral

When someone sends you work, thank them the same week. A short note or a call. People keep sending work to the owner who noticed the last one.

Build a Referral Circle

Find three owners who serve the same customers but do not compete with you. A caterer, a florist and a party rental shop all meet the same families. Agree to send each other work.

Be Seen in the Community

Show up at community events, school fairs and synagogue fundraisers. Sponsor something small. The goal is simple. When someone asks "who do you use for this," your name is the first one people think of.