The main theme of the presentation “Past Clients: Defining Your Future” that I gave during the Pro Expos by Pella a few years ago was utilizing happy clients to get more clients. Referrals. Many professional who have a high referral percentage will tell you it’s an ideal place to be for a business. But how do you get to that sweet spot?

In Pat Windmeier’s latest article, he writes about quality. Finding quality fabricators is the key to a successful job, he writes. And finding those quality fabricators is as easy as asking for a referral. When people are happy or unhappy with a product/service, they vocalize it. And with social media, they blare it. As a business owner, take advantage of your previous happy clients to do the talking for you.

If you have a digital video camera or smartphone, take a video of a client talking about their positive working experience with you. Keep the video to three to five minutes maximum. Then post that video on your website, social media channels such as Facebook page and YouTube channel, and embed it in your email newsletters. Video in email newsletters can increase open rates and click through rates of those emails.

Some professionals give a gift or reward to past customers who recommend them to family or friends. Keep the happy past client ever happier. Or ask a handful of happy clients if they’d be willing to give out their contact information. Share this information with a potential client and tell them to contact these past clients for more information on how you completed their projects.

Are you giving a seminar or displaying an exhibit at a show? Invite a past or even potential client. Give them tickets to attend and see you and/or your products on display. It’s the extra thought that might be what closes the deal.

What tips do you have for utilizing past clients to get future work? Share them here or send me an email at editor@woodiq.com.