Quite frankly, if you study and follow through with these proven processes, you can earn two or more roofing or solar referrals for each of the projects you finish, on a regular basis, for however long the life of your business exists.
If you arrive at a different result, you are likely missing out on crucial opportunities for growth and key marketing lessons.
We believe in helping and instructing others, through utilizing the specialized skills and unique talents our team applies to the roofing and solar industry each and every day. We focus on generating high quality leads, through a case-by-case, customized blend of our proven system powered by the Facebook advertising platform. And, in order to help each and every company maximize their return on investment, we also educate and walk them through ways to optimize their referrals using these methods.
What We Found in Our Survey
We recently spoke at length with 47 solar and roofing companies about what concerns they have regarding their performance in their sectors, and as a result, we decided to conduct a survey. What we found was that the most successful organizations take a “back to basics” approach, which continually teaches their customers, and in turn makes leads fly into the door with a surprising level of ease.
Some of our other findings included:
- 85% of those who participated earned a referral fee
- 42% of those who offer a referral fee already have an established referral system within their business
- 19% of those who claim to have such, actually have an “active” one, which is to say one that is constantly being appropriated for all new customers.
When we asked “what is the most effective way to win solar referrals”, our recipients told us things like:
Steps to Begin ACCELERATING Your Roofing & Solar Referrals
1. Implement A Referral Fee
A “referral fee” is the cornerstone of all effective referral systems. It creates attractive incentives to your clientele to feel encouraged and all-to-happy to advocate for your brand, and to strongly encourage their friends, family and immediate circles to conduct business with your firm. Industry standards place this fee at about $500.
2. Identify Your Most Enthusiastic and Best Customers
Write up a list of the very best customers, who are passionate advocates of your work. Start with your most recently satisfied clients, and then review your entire listof previous customers for other opportunities.
3. Establish A Deep Relationship With Your Customers
Within any strong referral system, the most important step is to create strong bonds with those who do business with you. While it is good to satisfy them and have a positive relationship, it is also important to make a conscious effort to take this to the next level whenever possible.
Do not only tell your customer you enjoy doing business with them, but make them feel as though they are valued and appreciated in a unique, meaningful and, above all, sincere way. In our company, we call this the “deep relationship” mindset.
With this comes what should be the expectation of doing excellent work, solving their “pain point” of high electricity costs and showing them clearly just how much you are helping them, as well as how much they can save in the long term.
4. Never, Ever, Be Afraid To Ask
- The strongest cause for many roofing & solar companies lacking the referrals they want is simple: not asking them.
- This sounds simple, but it seems that it isn’t easy for many to do this.
- You are helping them save money in the long term, as well as offering a
green and high quality product.
- If you do absolutely everything you can to make your business great and
your clients happy, you have every right to request they send other people who need your services to you.
5. The Seven Referral Opportunities:
- First (in person) appointment
- Sale (in person)
- Install (inperson)
- FinalInspection (inperson)
- 30 days after install (by phone or in person)
- 90 days after install (by phone)
- 365 days after install (by phone)
How to Ask For the Referral
When you’re requesting the referral, always make sure to show them the way it benefits them, and implement the “deep relationship” we mentioned earlier. One way of doing this might look something like the following:
STEP 1 : Sincerely let your customer know how much you enjoy serving them.
STEP 2 : Inform them that you’d like to extend that same service and opportunity to their friends, family, or neighbors.
STEP 3: Extend a risk-free sales offer to them.
You can do this through so many ways, such as through an in-person or phone call, or through things like “referral packs” and yard signs.
Referral Packs: they typically include your information, which you can give to your client so that they might easily distribute it to people they know. (To help you with this process, we’ve provided you with a template, included later in the report.)
Yard Signs: With your customer’s explicit permission, leave a sign in their front yard when a project has been completed with all of your relevant info. Anyone who sees the sign can use the code for a $100 discount on that sign, and they will be motivated not to miss out on the special discount. Furthermore, the homeowner will receive a $100 referral fee for any prospect that uses the code from that sign when making a purchase.
This is much easier to do than it may sound: when the person calls in, they refer to the code, which will be clearly displayed on the sign, and this will credit the homeowner with the $100.
The sign itself also has value for branding purposes, as it will keep your company’s identity fresh in customers’ and prospects’ minds during this 45 day period, and establish an organic reputation in the community through word of mouth.
Send An Email To Your List
Email is a particularly effective way to reach clients, and within it, there are many tools that you can have at your disposal that you can use to reach your previous customers. A few great tools include (but are certainly not limited to):
These three tools act in ways which help streamline and simplify ways which will help you scale your email marketing efforts to those on your list. Here’s some sample templates you might use:
“Hi [Customer’s Name],
It was such a pleasure working with you, [customer’s name]. We would like to invite you to join our Premium Customer Club. This club offers members the opportunity to receive $500 for each friend or family member who gets ends up purchasing solar on their home.
We hope you are saving substantial money with your solar system, and that you will continue to save well into the future!
Your Solar Company”
"Hi [Customer’s name],
Do you know other homeowners who’d like to save with solar too?
If so, we’d like to extend the opportunity to refer your friends, family or neighbors.
If they sign up and purchase solar, you’ll receive $500 for your efforts. Other benefits include a Christmas gift package each year you participate. The Christmas gift includes a delicious box of assorted chocolates, and a zesty Merlot wrapped in a bow!
Please contact us for more info how you can refer people see the attached link which contains our referral pack and you can get started.
Your Solar Company”
[Attach link to referral information]
“Act Before You Are Ready”
Planning is important, there’s no doubt about that. Thinking it through can be helpful, but dedicating too much of your precious time on details can be hindering. At some point, you must accept that any plan, no matter how good, can never be absolutely 100% complete, in the sense that there is always something else to consider. So, instead of waiting, hoping for more referrals or putting off action, actnow.
Stop overthinking, and do the following right now if you can:
- Forget your strategies and anything that’s slowing down or halting action, and tap into your instincts
- Use this guide as a step-by-step model to help with this
- Pick up your phone and contact a recent prospect right now, or send an email
to your entire mail list. Just getting a little momentum can catapult you into an unstoppable selling frenzy.