When you meet with each one of your 450 loyal clients, give each one of them a postcard and a pen. The postcard has the question "Do you know anyone who needs a tax refund? Then ask them to check the boxes that applied to their experience with you
- timliness
- low cost
- whatever else
- What do you appreciate most about our service?

These become benefits of working with you and when they mark the boxes they see first hand what a good deal you are and it affirms in their minds that they are making a good decision and they should be happy to give you a few names and phone numbers or addresses. Leave space at the bottom marked, Who do you know that we can help get the most of their refund?

Always ask them, "May I use your name as a reference?" just to be sure.

After they fill the card out thank them and give them the pen or something small as a thank you. If a fourth of them give you 3 or 4 names and you capture 10% of them, you'll have almost a hundred new clients for the cost of 450 postcards - print them one color, one side on medium stock. You will keep the cards.

Marketing Mary