This article was contributed by DJ industry expert Stacy Zemon.
If you are a DJ business owner who isn’t constantly mining for referral gold, then it’s high time you develop a referral strategy that will lower your client acquisition cost while bringing in the type of client you are looking for.
How You Generate Referrals
First, start by asking for them. If your DJ company has been around for at least five years, you probably have a number of valuable clients that you can utilize as a resource to generate new ones… so don’t be afraid to ask them to help.
If you tell your highly satisfied clients that you are looking for more clients just like them, you’ll not only flatter them, they will probably bring you more clients that meet your needs.
You can give incentives for referrals as well. For instance, offer clients a nice gift card worth $50 for each referral they bring you.
Also Consider an Exchange
Try partnering with another business that caters to the type of clients you want and work out a deal in which they promote your business and you promote theirs. Photographers and videographers are a natural. You might even suggest an exchange of prospect and brand new client databases.
Of course, getting those new clients is just the first step. Once they are clients, you have to make them repeat clients and then raving brand ambassadors, or you’ll find yourself stuck in the same situation down the road. So, under promise and over deliver – every time!
Mine Your Own Business
Send out thank you notes to EVERYONE who remotely helps your business in some way, or with whom you do business. Be sure to let them know “We invest 100% of our time and energy to delivering first-class service to our clients. As a result, our valued clients, suppliers, and friends refer their family, friends and work associates to us for advice on booking a DJ entertainer. We’re interested in building strong, long-lasting relationships one person at a time.”
Stacy Zemon is widely considered to be a leader in the DJ industry. She is author of the world’s best-selling DJ books; Publisher & Chief Scribe of ProMobileDJ.com, a website filled with educational articles and videos; and Founder & Creative Director of ProDJTV.com, a website featuring the hottest new DJ gear on the market. You can email her c/o Stacy@ProMobileDJ.com