Are You Asking Your Customers To Refer You?

Recently, a personal friend and wedding photographer asked how we manage to get so many referrals from past customers.  Because we ask to be referred - I replied!  Sounds easy right? It is!  The truth is that very few businesses actually ask to be referred.  It's a well known fact that brides love to talk about their wedding. They love to share all the wedding details with their family, co-workers and friends both during the planning stages and after the big day.  Think about how many connections that bride has and how many potential customers that could be for you! Here are a few reasons why you should stand out from the crowd and ask to be referred:

• Many brides have at least one friend or relative planning a wedding.
• Most people will only refer a business if they've been specifically asked to do so.
• Most of us would readily recommend a business we've been delighted with - but unless we're prompted to do so - we probably will not.
• A recommendation from someone who has used your services provides your business with instant credibility.
• You will receive more referrals if you provide your wedding couple with an easy way to refer you.

There are three important things to remember when asking for referrals...

1. Ask the right person. An easy one - for wedding professionals this will be the happy couple.
2. Ask at the right time.  Most often than not a thrilled bride will call or email to thank you for your services. This is the best time to ask to be referred.  Ask if it would be ok to mail out some business cards for her to pass on to any friends/co-workers who are planning a wedding. Offer a small bonus or free upgrade to anyone she sends your way.
3. Ask the right way. It's not about being pushy. There are many subtle ways to do this. Include a few business cards when you deliver the photo albums or dvd's.  Add a few business cards with the invoice.  Update your email signature and add a link to your facebook/LinkedIn review page.

Remember, doing a great job is no longer all it takes to generate referrals from your brides. Make a conscious effort to ask each one of your customers to recommend you. Add this strategy to your ongoing marketing plan and you'll soon see the results.

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