Turning Hopes into Scores: The Value of Reviews and Referrals

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In the world of business, we often find ourselves wishing for more reviews, referrals, and repeat work. We hope for them, we expect them, but hoping doesn’t cut it. It’s time to stop treating these as nice-to-haves and start measuring them as essentials on your Scorecard.

Why Reviews, Referrals, and Repeat Work Matter

Think about it. New clients often come from existing ones. A strong referral can be worth more than any marketing spend. Reviews build trust and credibility. Repeat work is your bread and butter. Yet, many businesses leave these critical factors to chance.

Adding to Your Scorecard

So, how do you make reviews, referrals, and repeat work a part of your Scorecard? Here’s a straightforward approach:

• Define Metrics: What numbers matter? Is it the number of reviews you collect each month? The percentage of repeat clients? Or the number of referrals generated?
• Set Targets: Once you define what to track, set specific targets. For example, aim for ten reviews per month or a 20% increase in repeat business.
• Regular Check-ins: Discuss these metrics in your Level 10 meetings. Make them a regular agenda item. Share successes and discuss what’s not working.

Accountability is Key

If reviews, referrals, and repeat work are going to be on your Scorecard, someone needs to own that responsibility. Who on your Leadership Team is accountable? This person should actively reach out for reviews, follow up with past clients, and implement feedback into your operations.

Creating a Follow-Up System

A common pitfall is the follow-up that never happens. You get a great client, deliver excellent work, and then… silence. Your clients might love you, but if you don’t ask for feedback or check in periodically, you’re missing out.

Consider using tools for tracking follow-ups. Tawny, for instance, can help manage this aspect by reminding your team to reach out, ensuring that reviews and referrals don’t slip through the cracks.

Make It a Habit

Incorporate asking for reviews and referrals into your workflow. Train your team to ask for feedback at the right moment, such as after a successful project completion. The more natural this becomes, the better your Scorecard will reflect your efforts.

Conclusion

Turning reviews, referrals, and repeat work into measurable items on your Scorecard changes the game. No more hoping for good outcomes; now you can track, analyze, and improve them. With accountability and regular follow-ups, you’ll see these numbers grow.

If you’re ready to see how this approach works, check out myeasysystem.com/eos.