Why they matter so much
59%
Of home service owners get work from referrals
47%
Of people won't use a business with under 20 reviews
74%
Look for reviews from the last three months
The first number is from Jobber's 2026 survey of home service owners. The other two are from BrightLocal's 2026 survey of U.S. consumers. Old reviews fade, so you want one review ask after every job, not a push once a year.
At the handoff, in order
- 1
Walk them through the care dates
Socks at 24 hours, furniture in about 3 days, rugs in about 7
- 2
Ask for the review
With the QR code on your phone, then step back
- 3
Film a testimonial
Only if they're happy and say yes
- 4
Hand them two referral cards
One for a friend, one for a neighbor
- 5
Mark the job done in your CRM
So the review text and care tips go out on their own
“Reviews are how neighbors find a small business like mine. Would you leave me an honest Google review?”
Plant the referral early
Right after they sign, add one line: “I grow by word of mouth. When your floor is done and you love it, I'll ask you to pass my card to one friend. Fair?” Then the real ask at the handoff isn't a surprise.
The best moment of all is when a customer says a neighbor asked who did the floors. Hand them two more cards right then.
Thank-yous, and the rules
- Always send a handwritten thank-you note
- Keep any reward small, like a discount on their next recoat, and only where your state allows it
- In California, a referral gift can be no more than $5, and it can't depend on a sale
- Never pay realtors per referral
- Never give anything for a review, not even for an honest one
- Ask every customer for a review, not only the happy ones
Check with your state contractor board, or a lawyer, before you offer any referral reward.
Testimonials, with a written OK
A 60-second video of a happy customer at the doorway, with the new floor behind them. Get a signed OK first, ask three simple questions, and never hand them lines. If they say no, thank them, and nothing about their job changes.
Every customer is a future job
Put every customer on a yearly maintenance plan, so each floor brings repeat work. A customer who loved the work is your easiest job next time, and a referral costs you no ad money at all.