How to Successfully Ask for Referrals to Boost Your Salon Business

Knowing how to ask for referrals is as important as asking for referrals. If you read our last blog, “How to Create a Great Referral Program that Delivers New Clients,” you already know how to set up a referral program. Now that you’re all set up, it’s time to ask for referrals to grow your business. Unfortunately, this is the part of the referral process many salon owners like the least. They are often uncomfortable asking for referrals and don’t want to appear awkward or desperate. We understand. But asking for referrals doesn’t have to be any of those things. If done correctly, asking for referrals can be easy and effective to grow your salon business. Keep reading if you want to learn how to ask for referrals the right way.

Experience and Wisdom from Tim

“Asking for referrals can be a great way to fill your books. The most successful salon owners have mastered the skill of asking for a referral, and they are disciplined about asking for them. Make sure you ask every client you have. Make it a part of your daily routine and watch your business grow!“

Get Comfortable with Asking for Referrals

Many people dislike asking for referrals because they feel uncomfortable doing it, are unsure how to ask for referrals, or are scared of rejection. You don’t need to be uncomfortable, unsure, or scared of anything. That’s because you can control three things determining your success or failure when requesting referrals. Those three things are:

1. The Timing–when you ask for a referral.
2. The Script–what you say when asking  for a referral.
3. Your Tone–how you sound when you ask for a referral.

Tips for Asking for a Referral

When to Ask for a Referral

New clients are the best clients to ask for referrals. Many salon owners think their long-standing clients are the best clients to ask for referrals. However, that’s the wrong approach. New clients are actually better sources for referrals. That’s because new clients are more excited about you and your service than the clients who have been coming to you for years. Long-standing clients still like your service but have grown accustomed to it and, therefore, lost some excitement for it. You should still ask for referrals for all your clients, but new clients are more likely to provide them.

Always ask in person

When a client is in your chair, you have more control over how they feel. They are in a beautiful, relaxing, and fun environment. They are looking and feeling their best. Most importantly, they are in the right mood to respond positively to your referral request. 

Keep the Cape On

Ask for the referral while the cape is still on your client. While the cape is on, your client is more engaged with you and still enjoying their experience. The minute the cape comes off, the client is mentally out the door. The appointment is over, and all they want to do is pay and get on with their day. While the cape is on, it’s business time, and asking for a referral is part of your business.

What to Say When Asking for a Referral

The Wrong Way:

A typical referral request usually involves a long-standing customer and a conversation like this:

You:  “Do you know anyone else who might be looking for a new hairstylist?”  

Your client:  “Hmmm . . . I’ll have to think about that and get back to you.”

You:  “Okay, sounds good! 

Your client will most likely never “get back to you.”  That conversation will get you nowhere, fast.

So Try it Differently

When your new client is sitting in your chair, excited about a new look or glowing from your service, ask them:

You: “Do you love your new look?”

Your Client:  “Absolutely”!

You:  “And the best part is that we can do lots of variations on this look to freshen it up anytime. Do you know someone who would love a similar look?”

Your client: “My friend Jackie needs to do something with her hair!”

Modify this script to sound like you. The goal is to have a script you are comfortable using that you can change during the conversation if needed. With the right timing and the right way to ask, you increase your chances of getting a referral. Despite it all, you will still get a brush-off, and that’s okay. Just keep asking, and you will get referrals.

Every time you ask for a referral, follow up with a text message, either reminding them to get you a referral or thanking them for the one they gave. Gentle reminders and gratitude will go a long way.

Sound Confident When Asking for a Referral

Sounding confident is a game-changer when asking for referrals. If you sound confident when you ask, your referral client will be confident in giving you the names of their friends and family. According to an article published by the Ultimate Academy, confidently asking for a referral shows “courage, resilience, motivation, and a belief in your ability to succeed.”  Furthermore, “Believing in yourself, having confidence in your abilities, leads to success.”

Confidence comes with practice, so rehearse your script in the mirror, with trusted friends or family members. The more times you practice your script, the easier it will flow and the more confident you will sound when you deliver it. As you ask for referrals, you will get different responses. These different responses will hone your referral-asking skills. Soon, you will be a referral-asking machine, picking up new clients anytime you need them.

Conclusion to How to Ask for Referrals

Being comfortable and confident with the process is the key to successfully asking for referrals. As long as you control the timing, what you say, and how you say it, asking for referrals will be easier. Best of all, consistently asking for referrals will deliver new customers, and your business will grow. Remember to focus on asking new clients, always ask in person, and sound confident. bello Salon Suites is here to support you. If you want to test your script on us, you can always ask us for a referral. We will give you honest feedback and help refine your technique. If you are looking for new clients, sign up for a listing on our services directory. It’s part of the support and amenities we provide to help you succeed. We love seeing our family of beauty professionals thrive.

bello Salon Suites is a collection of 83 custom, private salon suites for rent to hairstylists, barbers, and cosmetology professionals in Sacramento, California. Privately owned and locally based, our facility features four stylish lounges and an outside garden for a truly zen-like experience. On top of that, we offer more support and amenities, like complimentary towel and cape service, than any other salon suites company in town. Take a tour today and see for yourself. For income potential, perks, and value, nothing compares to bello.