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HOW I DO IT


When Mark Borst first started their customer program, existing customers would receive a $250 credit for referring a new client to the company. Now over the past three years, he’s split that amount, so the existing client receives a $125 credit and the new customer receives $125 as well. Borst says it has boosted their new sign-ons and the referrals are solid.


definitely not something new, but it may be something you haven’t really considered implementing. Mark Borst, LIC, president and owner of Borst Landscape & Design based in Allendale, New Jersey, says he started his customer referral pro- gram around 8 years ago. He prefers rewarding his existing clients who are loyal rather than giving new customers free services. When he first started the program,


existing customers would receive a $250 credit for referring a new client to the company. Now over the past three years, he’s split that amount, so the existing client receives a $125 credit and the new customer receives $125 as well. Borst says they get more referrals when they remind clients about the program through e-blasts.


“I would say it definitely has boosted new sign-ons and the referrals that we get from our existing clients are really solid referrals,” Borst says. In one instance, a client who was a restaurant owner referred so many new clients that he was able to get his services covered for a year. The company has no limit as to how many times an existing customer can refer new business.


“I would say the drawbacks that I’ve seen is that the people that are shop- ping just for numbers take advantage of the credit for the first year,” Borst says. “They will then go work with someone else next year so sometimes it’s a one and done thing.”


If you are considering adding a cus- tomer referral program, Borst says to think about what you’re doing for your


EVERY TREE NEEDS A CHAMPION.


existing clients.


“Maybe cash isn’t the driver,” Borst says. “Maybe it’s something else that you can come up with. We just chose it


to be a credit on the account. We felt that would be the simplest way to manage it and get a thank you to them quickly.” TLP


My mantra is an ounce of prevention will save a whole tree.


Ramon Reyes champions the trees, landscapes and property investments of the customers in his care. And he’s one of the many reasons we’ve become the premier scientifi c tree and shrub care company in the world.


877-BARTLETT | bartlett.com


RAMON REYES Arborist and


Bartlett Champion National Association of Landscape Professionals 33


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