Step 6:  Segment and appreciate your Champions

I put myself in my customers shoes and ask 'How can I make my customer look good?'  Once I prove that I’m responsive and an advocate for them, referrals often follow.

- Rachel Finn, Solar Sales Professional

View your referral champions from the lens of the 80/20 rule where 80% of your referrals will come from just 20% of your customers.  Identify the 20% of your customers who will generate the majority of your referrals and keep track of them.  Then show your appreciation to your Champions and provide them with a sense of fulfillment that a payment does not.  A short phone call as simple as “Hey Champion, thank you for sending your friend our way, they just signed their contract for an 8kw system, so we’re going to provide you X reward, and more importantly, your solar community grew by another house because of you.  Thank you!"