When everyone else is pouring money into ads, the highest-ROI move can be the most human one. Here's how one moving company turned a stack of thank-you cards into a 140% jump in referrals.
Max Maher runs the Phoenix branch of Skinny Wimp Moving, a removal company.
Around 5% of sales come directly from client referrals. Max wanted to see if he could improve this number — so he ran a little experiment.
He gathered a list of 100 previous clients and created a package to mail them. Each package included:
- A thank-you card with a handwritten letter
- A lottery ticket
- 5 business cards
The results
Nine weeks later, the results were in: sales coming from referrals had shot up by 140%.
more referral sales — an additional $5,200 in revenue every month.
Why did this work so well?
“When everyone else is plowing money into Adwords, I think there is an opportunity out there to be a human, build trust, and stand out from the crowd.” — Max Maher, Skinny Wimp Moving
It's a great reminder that growth doesn't always come from a bigger ad budget. Sometimes the most effective marketing is the kind that feels personal — a thank-you, a small surprise, and an easy way for happy customers to pass your name along.
Can you do something similar? Try it out — and let us know your results!
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