Referral Incentives

Posted on February 9, 2006

I do some consulting for churches and businesses, as well as individuals. I have a business client that I have been working with for a couple of weeks now. Initially, I went in to setup their DSL which then required installing a new router because their network just had a switch, prior to the DSL. So, last night, I spent 4-5 hours finishing the work, which gave us some time to discuss future improvements across the network. I tend to be different than the typical consultant because I’m honest and up front.

Those qualities should not make me unique, but they do. The average business owner has horror stories of paying tons of money to have tech work done that is sometimes unnecessary. So, for me to come along and talk to them in a way they understand, explain things and essentially, partner with the business owner to improve the operation of their business, it is well received. It’s not flashy, it’s not impressive, on the surface, but it’s what some people are looking for. I am not a good salesman, I even admit I don’t know everything but I can figure most things out. I don’t deny that there are others out there that know more than me and can probably do the job as well or better than me.

But here’s the difference - I am honest and straight up about what needs to be done and I will offer options, as opposed to only one expensive solution. In other words, you don’t have to replace all of your Windows 98 machines on your network, but know that hardware wears out and breaks as it gets older and there are also security risks that are improved with upgrading to XP. The upgrade doesn’t have to occur all at once but let’s come up with a game plan to upgrade each machine and do it in a way that’s affordable and practical.
I approach the business world the same way I approach the church, provide training and solutions to help the business provide it’s service better and more effectively.

Here’s the question. With this particular client last night, they have many of their own clients coming through daily and I potentially will get some referrals through my client. I’m thinking of offering something for each referral, but I’m not sure what. A discount? Cash back? A hug? I don’t know. I’m wondering what others do for their referrals. Let me know if you have found an effective way to show appreciation for referrals.

People love to be appreciated and it tends to make them happy. Mary and I both are getting in the habit of writing thank you notes to our clients, once a job is complete. It’s not much but it makes an impression and it shows appreciation.

So, let me know what you do or even what you would like someone to do for you when you refer them.

By the way, I’m not really a hugger, so that’s not gonna happen.

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