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A $40 Million
Dollar Little Known Referral Strategy
Would you like to know how a car wash chain
with only 12 locations has cleaned over 33,373,975 cars and has
an annual revenue of over $40 Million (that is not a misprint)
using little to no paid advertising?
Well, sit forward
because I'm about to tell you. The company name is "Car Spa" and
here's how I discovered their brutally effective referral
strategy. I often go to Taco Bell to have lunch and read a book.
I noticed a little flyer next to their cash register.
few days later I stopped in with my family to get a frozen
yogurt and right next to the cash register was the same flyer.
The next day, I took my family to our favorite buffet restaurant
and low and behold, there was a stack of Car Spa flyers.
I then started asking the people at these locations what the
deal was with the Car Spa flyer that they had next to their cash
register and they all said that some old guy comes around every
week and replinishes their stack.
I asked them, "Do you
have some type of reciprocal arrangement with Car Spa?" They all
said, "No...they asked if they could put their flyers there as a
gift to our guests and we said sure."
Here's a copy of
the referral flyer that Car Spa uses to drive traffic.
Pretty simple. Notice the 48 hour guarantee.
They're All Over the
knew it, I started noticing their little discount flyers ALL
OVER THE PLACE.
The copy center I use had a stack of Car
The barber I use had a stack of Car Spa
The oil and lube place I use had a stack of Car
The local handicraft shop my wife goes to had
a stack of Car Spa flyers.
My son's dentist had a stack
of Car Spa flyers in his office.
My local chiropractor
friend had a stack of Car Spa flyers in his office.
apartment complex office I visited had a stack of Car Spa
Everywhere I went, I saw a stack of Car Spa
flyers. It was amazing. The have these little "referral lead
generation magnets" all over the place.
So I Finally Visited Car
And it wasn't
any surprise that they were so busy that it took about 15
minutes of waiting just to get my car into their car wash.
I then went inside their office to wait for my car and noticed
that they did NOT have one flyer from another business inside
They were able to get all those other
businesses in the area to send them referrals without having to
do one reciprocal referral arrangement. And they did it simply
by asking the business owners. That's all.
probably gets 100 times the amount of referrals of any other
business in the area as a direct result of this simple referral
If you have a brick and mortar business, what's
stopping you from doing the same thing? All it takes is a couple
of hours a day and a handful or referral flyers to pass out.
About the author:
David Frey is the author of the best-selling manual, "The Small
Business Marketing Bible" and Senior Editor of the
highly-acclaimed, "Small Business Marketing Best Practices
Newsletter." To get your free lifetime subscription simply visit