Put yourself in a buyer’s (neatly stored!) shoes — undergoing a storage renovation or expansion may be an unfamiliar and uncertain process. Who do you trust? What do you budget? Where to begin? The first step to learning more is often speaking with their network or searching online.

When prospective clients seek your services, ensure you are on the tip of your brand loyalists’ tongues. Consider:

86% of consumers say recommendations and reviews are important to their purchase decisions, according to influencer marketing brand impact.com’s report on customer referrals.

On average, a referred customer’s lifetime value is more than 15% higher than that of non-referred customers.

Referral Factory found three out of four customers will refer a friend after a positive experience.

Make it easy for fans to advocate for you. Start by creating a memorable experience, capturing client kudos, and providing supporters tools to talk about you.

Leave a lasting impression

We wouldn’t expect anyone to offer a positive referral for a bad experience, but how often do people offer a recommendation when they are left feeling neutral? Stand out with unforgettable service to stay top of mind with your customers even after the doors on your closet work have closed.

Engage with customers in ways that leave a lasting impression. Simple tactics to incorporate include:

Providing a clear and easy client experience from onboarding through the final walk-through. This includes streamlined paperwork and communication, clear updates, and aligned expectations on timing and price.

Make sure your clients know they are appreciated. This could show up as a small gift at the end of the project (for example, a gift card or accessory for their new space), a handwritten note immediately following project completion, reaching out after a few months to inquire how the space is working out, or adding them to previous-customer communications (such as newsletters or text messages).

Letting the quality of work speak for itself!

Ask smartly for reviews

Set yourself up to get those glowing client reviews. Be strategic about it:

Ask your most-satisfied customers who might already be advocating for you.

Ask for a review following a positive project completion.

Let the reviewer know what they can focus on that’s not already noted in other reviews.

Direct them to a link to leave the review — it could be a form you created from your CRM or Google Forms, or a preferred digital profile such as Houzz, Yelp, NextDoor or Google Business Profile.

Asking for referrals should be part of the offboarding experience or a reason to follow up with clients. Include specific instructions or directions to simplify providing a review. Consider a referral incentive, such as a gift card drawing, a discount on a future service, or useful swag with your company logo.

Make it easy for clients to share your information

Customers who understand the service and value you provide will be more likely to consider you when others inquire. Lower the barrier for your customers to talk about you and share your information.

Here are some ways you can communicate the things that set your company apart:

A page on your company website that explains your value proposition, ideal customer profile and project, and process. Bonus points for including a link in your email signature.

When mentioning clients on social media, share those posts with them, and encourage them to share with their network.

Ask clients to tag you when they post on their social media about your services. Don’t forget the hashtag if you have developed a branded term.

Mention in communication (emails, newsletters, or texts) to pass information on to their network. Don’t forget a prompt for people who have received the communication to sign up.

Business cards with a brief listing of services and a QR code for more information

Follow up with your prospects

Once people leave an online review or suggest you to their network, respond to them. Track referrals and sources; add a line to client intake forms asking how people heard about you or who brought them your way. Reach out to referrers to show your appreciation. Read the feedback you get, and reply to the comments. Use online reviews to improve your offerings.

These follow-through activities will help determine what tactics are working. Also, people remember how you made them feel. Exceptional customer service will come through with an impeccable project experience.