Need More Salon Referrals?
Many salon professionals rely on salon referrals for their source of new business. But most don’t have a workable system in place to get referrals.
How About You?
5 Reasons Why Salon Professionals Don’t Ask For Salon Referrals
- “Anyone can use my services.”
- “I forget to ask.”
- “I was never trained.”
- “I don’t want to ask for help and appear weak.”
- “I’m not good enough to get referrals.”
Do any of these sound familiar? If so, here’s what to do about it:
1. Define Who You Seek
“Everyone and anyone” is not a definable market. When you seek salon referrals, you want people who: If you don’t know what type of referrals you are looking for, you are unlikely to get any at all. To consistently get the kind of referrals you seek, clearly define what you want. Exactly what kind of clients do you want to serve? Who is your “target audience”?
- Need your services
- Can afford your fees
- You enjoy working with
- Respect your time
- Trust you as an advisor
- Share similar values
- Live or work near your salon
- Will refer others to you
Take these 8 qualities and put them in order of importance to you. Add qualities that are specific to your services, such as people with hair loss, or professional women in a corporate environment.
Instead of wandering aimlessly, take time now to define your target market. When you know what you looking for, you are far more likely to get it.
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2. Make Asking For Referrals A Natural Habit
A highly effective way to “remember” to ask for referrals is to practice scripts in advance so you can be effective and natural when you ask. Most people don’t know what to say to ask for a referral. Learning a proven script until it becomes second nature will solve that problem.
Next time someone asks you, “How’s business?” respond with one of the following:
“It’s going well… (pause) with one exception. I’m expanding my business with new services and looking for people who would be willing to notify others… Do you know anyone in this industry (neighborhood, church, etc.) who would be willing to let others know about….”
This gives you a chance to tell your story. Everyone wants to hear the horror story. When you pause and say, “with one exception”, they are listening. They are hooked.
“It’s going well (pause) mainly because we’re always improving and giving our customers more consistent and predictable services. Is there someone you know who would benefit from this?”
The secret sauce in this script is the phrase “consistent and predictable.” It’s easy to recommend a service that you can count on to be excellent – all the time.
If you’re just getting used to the idea of asking, here’s the simplest of scripts:
“Business is going well – Please don’t keep me a secret!
Prepare several scripts so you can pick the right one at the right time. With a well-planned script, you are helping your referral sources tell a story about you to their contacts. A good story will get more referrals!
3. Be A Memory Jogger
Here’s a tip to help your satisfied clients dig into their memory banks. When you are with a potential referral source, mentally write “IKS” on her forehead – “I Know Someone” who will benefit from your services.
People who would gladly refer others to you often can’t think of someone right off the top. You have to help them open their mental files – the lists of people in their head.
Begin by searching in your own mind for ideas – you search, they search! Suggest different places to look in their memory bank – church, office, neighborhood, a women’s group they belong to, a party they attended recently. Be prepared with a list of at least 7 places to jog their memory.
This process helps them narrow down the vast database in their minds and access it. They will be glad to give you names as they remember them.
#4 WARINING! This Is Not A Popular Topic –
Do you ever feel…
“Asking for help would make me appear weak.”
“I need your help. I get most of my clients through referrals; that way I can focus all my time on giving great service. I need your help finding the people who need what I offer…”
… and then ask for the referral.
Do you feel deep down that you deserve to have people help you? Think of the reasons why you are not asking. Some people perceive that asking for help means weakness. Rewrite any story you tell yourself that blocks you.
If you feel uncomfortable or unsure, spend time identifying your strengths that make you deserving of someone’s help.
If you deliver quality service, you have every right to ask for help. In fact, you have a moral obligation to promote your services. Where else would your ideal clients get the services they need? Those who don’t know about you will get a lesser service, or not get it done at all.
Be reluctant “not to ask” because someone who needs what only you can provide will miss out.
4. Become More Referable
How referable are you? Always work on becoming more professional.
Become A Highly Referable Salon Professional With These Qualities:
- Be on time, or early, all of the time. Being late affect others and makes you un-referable. Creating discomfort in the very first moment has a lasting effect. Since nowadays most people are late, when YOU are consistently on time, you’ll shine even more.
- Actions speak louder than words. The way you earn trust is by doing what you say you will do. People are forming an impression of you each moment.
- Finish what you start. Wrap up all the lose ends. Follow-through to completion. Don’t take shortcuts.
- Look the part. Even when you’re off duty and you’re in public, maintain an image of professionalism. Everything you do should make you more referable: Your car, your salon, the way you treat others.
- Your attention to detail matters. If you leave the perm in a client’s hair too long, she will remember. If you say the appointment will take one hour, and you keep them tied up for several, they will remember.
- Approach your work from the perspective of service. It’s not about you, it’s about them. Give unconditional devotion to your clients and the service you provide them.
BONUS: Easiest Way To Multiply Your Referrals
You referral sources – your “Avatars“-can help you find additional salon referral sources. This is how your system becomes REALLY successful – through the multiplier effect.
Let’s face it!
As important as they are to your business, getting salon referrals is not a hobby you play around with – it’s a business skill you master. A pro tennis player has mastered her serve. She has a system in place which she has practiced over and over to the point of mastery.
Treat Getting Salon Referrals Like A Skill To Master –
Don’t Think About It…
Just Do It
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