Ep. 21 How to Increase Referrals and Repeat Business: The REAL Best Marketing Strategy for Online Service Providers
What if the most effective marketing strategy doesn’t require a single reel, funnel, or paid ad?
If you’re tired of chasing the next big trend or spinning your wheels trying to get more visibility, this episode is your reminder that marketing doesn’t have to be flashy to be effective. In fact, the most powerful (and sustainable) growth strategy for online service providers might just be the one you’re already doing… or at least, should be.
Let’s talk about what it really takes to build a reputation that fuels referrals, creates loyal clients, and keeps people talking about your brand in a good way.
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The Strategy You Can’t Afford to Skip
Treat your clients like gold. That’s it.
Of course, you can’t rely only on referrals to grow your business long term. But treating your existing clients well isn’t just a nice-to-have. It’s the kind of strategy that creates repeat buyers, generates consistent referrals, and fuels every other marketing channel you use. When you serve your current and past clients well, you’re not just doing great work. You’re building trust, credibility, and a brand reputation that precedes you.
For reference? About 80% of my own business is referral-based. That didn’t happen by accident. It happened by design.
Why Client Experience Is the Real Marketing Engine
Marketing isn’t just about getting visible. It’s about your reputation. The online space is obsessed with “more.” More reach, more followers, more leads. But what about the people already in your world? Are you nurturing the people who already trust you?
Client experience is what turns good service into a great brand. It’s what makes someone tag you on Instagram, mention you in a Facebook group, or bring your name up at a mastermind retreat. And most of the time, that’s happening behind closed doors.
A standout client experience means over-communicating so your clients never feel confused. It means delivering polished, professional assets. It means making your systems intuitive and easy to use. And it means showing up with a great attitude and zero ego. At Specht & Co., we build this into our pricing, scope, and systems so that going above and beyond isn’t an afterthought. It’s just how we do business.
Why Your Pricing Matters More Than You Think
Let’s be real. If you’re charging $250 for a branding package, of course it’s going to feel frustrating when a client asks for revisions or needs extra support. But when you’re charging $5,000 or more, you’re building in the margin (mentally, financially, and operationally) to support your clients with care.
At Specht & Co., we intentionally price our services to account for the experience we want to provide. We expect questions. We expect hand-holding. We expect to over-deliver. And because our pricing supports that, we’re able to do it without resentment or burnout.
If client questions, requests, or scope creep constantly irritate you, it might not be a client problem. It might be a pricing and positioning problem. Your pricing sets the tone for the level of care and attention you can realistically offer. And when your pricing supports your process, your entire business feels more sustainable—and your clients feel even more taken care of.
Going Above and Beyond (Without Burning Out)
This isn’t about adding more to your plate. It’s about finding small, thoughtful ways to make your clients feel valued.
Things like sending custom social launch graphics, creating a branded asset they didn’t ask for but would love, sending a birthday voice memo or handwritten thank you card, or offering a relevant referral or connection without being asked. These extra touches often take less than 10 minutes, but they leave a lasting impression.
Your Reputation Is Your Marketing
Every client you work with becomes a walking billboard for your brand. Whether they’re raving about you to a friend or being asked for honest feedback by someone else, their experience with you is shaping your reputation.
The key? Integrity. Do what you say you’re going to do. Communicate clearly and consistently. Meet deadlines—or let your clients know if you can’t. Take ownership of your work. Follow through. People remember when you overdeliver—and when you drop the ball. While a testimonial is valuable, the behind-the-scenes conversations happening in DMs, group chats, and networking events are what really shape your brand’s reputation.
A Real-Life Example
One of my biggest referral sources isn’t a past client, it’s a former group coaching peer. Robin and I met years ago, and even though she’s never hired me directly, she’s referred nearly 15 clients my way. Why? Because she saw my work, believed in what I do, and trusted that I’d take great care of her people.
You never know who’s watching. Serve your clients well, and you’ll turn colleagues and friends into your best referral partners without ever having to ask.
What You Can Do Today
Not sure where to start? Try one of these:
Reach out to a past client. Genuinely, with no agenda. Just check in.
Ask for feedback on your client experience (and actually implement it).
Add one small, unexpected bonus to your next project.
Audit your systems and ask: “How could I make this even easier for clients?”
None of this requires you to shout louder on Instagram. It just requires you to be thoughtful, consistent, and committed to delivering great work.
Serving Well Is Selling
The best marketing strategy for online service providers isn’t a tactic. It’s a mindset: Serve people well, and they’ll do your marketing for you.
You don’t need to do more. You just need to do better with what you already have.
Shoot me a DM @spechtand.co and let me know your favorite way to wow your clients, or share this with a biz bestie who’s ready to get off the marketing hamster wheel and build a business with substance.
🔗 Links & Resources Mentioned In The Episode:
➡️ Follow me on Instagram @spechtand.co
➡️ Grab The Stand Out Brand Foundations Workbook
➡️ Book Your Stand Out Brand Strategy Session (use code SFBPOD for $100 off)
🎧 Listen to episode 21 of The Six Figure Brand Podcast on Spotify, Apple Podcasts, Amazon Music, and YouTube
