Mission Possible – An Incredible Career in 52 weeks (Week 21)

Mission 21 The Perfect Close part 2. The
Referral program

A
great close includes a great referral program.  Here is one that I suggest.

Simply
say, “Mrs. Jones, I really enjoyed doing your hair
today. I would love the
opportunity to do more people just like you. In fact, I will
send you a $20 gift certificate for every client that you send to me as my way
of saying thank you for the referral. Here are several of my cards, which also include an incentive for your friends.” 

This
program works! We live in an
instant gratification society. We
want it now. This program rewards
clients much quicker than the old standard of “Send me three clients and I’ll
give you a free haircut.”  By
rewarding your clients quicker, they are more likely to keep sending you referrals.

Often
stylists worry that this is somehow discounting their service, or that clients will spend less because
of the certificate, but remember
even Nordstrom has sales,  and in
truth, clients nearly always spend
more money when they have a gift certificate. Usually a client will think, “Hey! With this gift
certificate, now I can get my
color done too!” It is human
nature to spend more when we have a gift certificate. I am part of Barnes and
Nobles rewards program and frequently they will send me $10 reward
certificates. When I go into the
bookstore to spend the certificate, I always come out with more than I intended. Why?  Because
the gift certificate is my justification for spending more.