Leveraging Referrals and Existing Relationships

One of the fastest ways to land new business is through referrals and existing relationships. When someone who knows and loves The Mellow vouches for us, or when you tap into a warm connection, the trust is already there – making your job much easier. Here’s how to make the most of referrals and relationships:

• Delight Current Clients: The foundation of referrals is exceptional customer service. Happy customers will happily refer you! Make sure every client we service gets the white-glove treatment The Mellow is known for – be responsive, go above and beyond in solving any issues, and ensure they’re thrilled with their lush new space. If a client loves the interior plant design we did in their lobby, they’re very likely to mention us to a friend or colleague who admires it. The more we wow our existing clients, the more they’ll sing our praises in the community.

• Ask at the Right Time: Timing is everything when requesting referrals. A great moment is right after a successful installation or a major milestone. For example, after a client’s office transformation is complete and they’re gushing about how much employees love the new plants, thank them and let them know it was a pleasure working with them. Then, don’t be shy: ask if they know of anyone else who might be interested in similar services. It can be as simple as, “We’re so happy you’re pleased with the outcome! If you have any peers at other companies who might want to create a greener office, we’d love an introduction – we’ll take good care of them just like we did for you.” This doesn’t need to feel awkward – you’re offering to help their contacts, not just yourself.

• Make It Easy: The easier you make it for someone to refer us, the more likely they will. Offer to draft a short introduction email they can forward to their contact, so they don’t have to compose one. For example, provide two or three sentences they could send: “Hi [Friend], I remember you mentioned wanting to revamp your office decor. I worked with The Mellow, a local SF plant design company, and they did an amazing job for us – our team loves it. I’m CC’ing [Your Name] from The Mellow, who can share more details. I think you two should connect!” Most happy clients will be glad to pass that along when you’ve pre-written it. We can even supply a referral email template in our internal resources to facilitate this.

• Leverage Your Internal Network: Referrals aren’t just from customers – think about your own professional and personal network. As a new sales hire, list out people you know in the Bay Area who work at companies that fit our target profile. Maybe a college friend works in HR at a tech company, or your former colleague is now at a local hotel chain corporate office. Don’t hesitate to reach out: mention your new role at The Mellow and what we do, and ask if they or anyone at their company might be interested in chatting about office plants. Because these contacts know you, they’re more likely to respond and at least hear you out. Even if they personally aren’t the right point of contact, they might walk you over to the right person or give you info (like “Oh, you should actually talk to our Facilities Manager, here’s their info, feel free to mention I sent you.”).

• Use LinkedIn for Referrals: LinkedIn is a powerful tool to identify mutual connections. Let’s say you’re eyeing a prospect company on LinkedIn and notice one of The Mellow’s existing clients is 2nd-degree connected to a contact there. You can politely ask your client (or even a colleague at The Mellow who knows them) if they’d mind introducing you via LinkedIn or email. LinkedIn’s “Get Introduced” feature can be handy, but a personal message from the mutual connection is even better. People are far more receptive when an introduction comes from someone they trust.

• Offer Incentives (If Appropriate): Many companies have formal referral programs (discounts, gift cards, etc.), but since we’re dealing B2B and often relatively high-value projects, a formal incentive might not always be necessary – the goodwill and desire to help is often enough. However, you can use small tokens of appreciation. For instance, if a client refers us to another business and it turns into a deal, sending the referrer a thank-you gift (perhaps a nice potted plant for their home or a free maintenance visit, etc.) is a nice touch. It’s less about “paying for referrals” and more about saying thanks in The Mellow style. Always check with management on what’s appropriate, but we certainly want to show gratitude for referrals.

• Nurture Relationships Continuously: Don’t treat relationships as one-off transactions. Keep in touch with past clients and key contacts even when you’re not actively selling to them. This could mean sending a friendly check-in email (“Hope all is well, how are the plants doing in the new office?”), or sharing an article they might find interesting (maybe a piece on workplace design trends). The idea is to stay on their radar in a positive, helpful way. That way, when an opportunity arises – either for more business with them or a referral – you’re the first person they think of.

• Be Referable: This is a bit introspective – ensure that you as the salesperson are referable. People refer people who are reliable, professional, and pleasant to deal with. If you consistently follow through on promises, communicate clearly, and act with integrity, clients and friends will feel comfortable attaching their name to an intro for you. They’ll know you’ll handle any referral with the same care you handled their business.

• Internal Referrals: Also consider referrals within an organization – sometimes called “land and expand.” If we did the lobby for one division of a company, perhaps another department or office location could use our services. Ask your champion, “Do you think the folks over in [other branch or department] might be interested in something similar? We’d love to beautify their space as well.” Large companies can have multiple opportunities inside, essentially referrals from one division to another.

Pro Tip: Whenever you get a referral, make sure to follow up with the referrer afterwards. Let them know how the conversation went. For example, “Hey, I spoke with Jane at XYZ Corp that you introduced me to – thank you so much again! We’re scheduling a walkthrough of their office next week. I’ll keep you posted.” This closes the loop, shows appreciation, and encourages them to refer again if the opportunity comes up.

Leveraging referrals and existing relationships isn’t pushy – it’s smart. It’s about helping people help their friends and colleagues, with you as the facilitator who can deliver a great outcome. With The Mellow’s strong track record and local reputation, you’ll find many folks are very willing to give a good word or introduction. Don’t hesitate to gently ask – one warm intro can be worth dozens of cold calls.