Table of Contents
Every business owner wants to generate as many new customers as possible without paying to acquire them. Wouldn’t it be nice if you were generating $10, $20, $50, even $100k in revenue monthly all from referrals?
Duh! I know it would be nice!
Do you have a plan in place to generate those referrals?
Do you have a process in place to ensure that you continually ask customers for referrals?
Do your customers have an incentive to provide your HVAC business with referrals?
Hopefully, you answered YES to all of those questions.
BUT, if you answered no, let me help you implement a plan and process that will consistently generate referrals for your HVAC company.
How To Generate Referrals Consistently for Your HVAC Company
First, you have to provide excellent customer service. If your service sucks, go back and fix the service so that your customers have something to rave about. Make sure you exceed expectations and provide a highly valuable service to every single customer. There isn’t a customer alive who will refer your company to their friends, family, and neighbors for average or lackluster service.
Create raving fans so they want to tell everyone they know about your company.
Second, start every prospect and customer interaction by talking about your company’s 5-star service. Every phone call, text, and email should mention this. Again, you will have to deliver on that 5-star service, but the messaging will get them focused on it.
Third, when the service is completed, ask the customer if they received 5-star service. Don’t worry; some will say no. That’s a great opportunity! Ask them what you need to do to ensure they can say they received 5-star service for their HVAC needs.
Fourth, now that you have provided 5-star service and the customer agrees that you have provided 5-star service, you now have the permission to ask for a few things. You should begin by asking for a review. Help the customer understand that their review will help someone else make the decision to choose your company to receive the same 5-star service.
Fifth, this is where the referral ask comes into play. Mr. or Mrs. Customer, I’m glad you got to experience our HVAC 5-star service. What friends or family members do you know that need to experience this level of service?
Inevitably, the customer will say, let me check and get back with you or something similar to put your request off. Thankfully, we are too smart for that!
Offer An Incentive If They Refer You
Mr. or Mrs. Customer, I want to buy you lunch! I have a $10 gift card to Chick-fil-A that I’d like to give you for providing that Google review and I have another $10 gift card that will be yours if you can provide me with the name and phone number of a person who needs our HVAC services today. You can use any restaurant gift card but use one that people will frequent and who doesn’t love some Jesus chicken?
For this process to really work, make sure you’re using specific, physical gift cards. Don’t use a payment app or virtual cards. The physical card will remind them of you every time they use it, which is key in helping them continue to refer you to their network.
In my company, I used this technique to skyrocket our reviews and referrals. We went from reviews trickling in every month and a referral happening once in a great while to both reviews and referrals consistently happening on a weekly basis. We continue to use this with all of our clients to help them grow reviews and get more referrals.
Here’s the thing. Asking once or twice won’t work. You have to be communicating the messaging of a 5-star service all the time AND you have to be asking for reviews and referrals all the time.
The best way to know if your process for getting reviews and referrals is working or not is to see when the last time you received one or the other. Is it more than a week? Then your process is broken. Fix it!
Your next client is most likely just a referral away!
Check Out Our Socials
Facebook | Instagram | LinkedIn | Tik Tok | YouTube | Google