A Few Strategies for Earning Customer Referrals

D&M Leasing pic
D&M Leasing
Image: dmautoleasing.com

D&M Auto Leasing is the largest consumer auto leasing service in the United States, with offices serving Dallas, Fort Worth, Grand Prairie, and Houston. The leaders at D&M Auto Leasing attribute much of their success to retaining repeat customers and garnering referrals. Below are some strategies for earning customer referrals.

Ask the right questions. The magazine Entrepreneur notes that simply asking for referrals might be too generic and even overwhelming for the customer. Instead, point-of-sale staff might benefit from posing targeted questions that make it easier to discover people in the customer’s network who might actually be interested. For example, rather than saying, “Do you know anyone who could use our services?” sales staff could say, “Who are you seeing tomorrow at your tennis lesson that might be interested in this product?”

Ask at the right time. Entrepreneur identifies specific points in the sales process that it calls “Points of Enthusiasm.” These are the times when customers feel most positive about their purchase. Sales staff can identify these periods easily when customers verbally express their enthusiasm through a compliment or a sincere “thank you.” Other times include when the customer is paying or as they are filling out a customer satisfaction survey. Since customers rarely reply negatively to such a survey, it creates an opportunity for them to feel good about their purchase, and thus an opportunity for the company to gain a referral.

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