Business

How Do You Encourage New-Client Referrals?

February 1, 1995

I offer my clients a choice of either free nail art, a free fill, or a free paraffin dip for every two new clients they refer. To credit my clients accordingly, I put their name and my initials on several of my business cards. When my cards are returned, I file them with the original client. This method has built my business from nothing to 45 regular clients in eight months, and it’s still growing!

Robin McGee, Fancy Fingers by Robin, Winnsboro, Texas

It’s very hard for clients to turn down the luxury of a free paraffin treatment when all they have to do is send me one new customer. After a client has referred five new clients, she receives a free fill rather than the paraffin treatment. I am also considering a new incentive for first-time customers. If they bring in a friend and they both get a full set, I charge each for a fill. Time-wise, I’m not losing any money.

Mary Everett, Nails by Mary, Panama City, Fla.

Essentially, I get my clients to work for me. After I perform a service on a new client, I give her five of my business cards to give to her family or friends. On the back side of the business card I have printed “10% off any nail service” along with an expiration date (one month from today’s date). I give my client $5 off her next nail service for every card I get back.

Dorice Flanders, Accent-on-You, Wilmington, N.C.

My regular clients receive a punch card, which is used to tabulate referrals. Each time a referral receives a service, my regular client gets a 10% discount on her next service. A 50% discount is awarded after five referrals.

Daisy Ferguson, Fancy Fingers Nail & Hair Salon, Atlanta, Ga.

I have referral cards printed up with a space for my regular clients name and a space for her friends name. The card says that when the client’s friend comes to the salon, she receives $5 off her first service and so does the client who referred her. Or, when a client refers four people for a service, she will get one of those services free.

Elizabeth Kessler, Gaithersburg, Md.

Topics:building your clientele client loyalty

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