Property ManagementFive Secrets to Gaining More Referrals
Referrals, or word of mouth advertising, is absolutely the best form of
advertising there is. You benefit by gaining a new client without having to
overcome much resistance, without having to prove your credibility, and
without much, if any, marketing cost.
Referrals have to be earned. And once you"ve earned it by providing
outstanding service, you would think your clients would naturally tell their
family, friends, and associates. But it very often doesn"t happen. At least not
without prompting. With that in mind, here are 5 ways to get more referrals:
Referral Generator #1 - Ask for them.
One of the greatest lessons you will ever learn is how to ask for what you
want. Boldly. Without reservation, and immediately after receiving a compliment
of how well you"ve done.
People really like to help those that do a good job for them, and it makes
them feel good about themselves to be in a position to help out their friends
and family. So make it easy for them to do. Tell them you would appreciate it
if they could spread the word about your wonderful service. "Ask, and thou
shalt receive."
Referral Generator #2 -Create or join a local or national referral
network.
On the Internet there are a number of referral networks established, many
of which are free. Pick one or two of these services and participate. For
example, our very own free National Agent Referral Network boasts over 800
participating agents and brokers, and though on-line less than three months,
has already generated thousands of dollars in referral fees. You can join FREE
here:
http://www.miraclemall.com/wreferral.htm
You should also make a deal with business owners you know both on-line and
off. If you know they provide good, valuable services... offer to tell people
about them every chance you get. And ask them to return the favor.
On the Internet, offer to exchange links. Locally, offer to include mention
of their business in your monthly mailings in exchange for handing out your
business cards, fliers, or special reports to every customer.
Referral Generator #3 - Create a referral rewards program.
The idea of offering a "finder"s fee" is very common in many industries, but
it is frequently ignored in our business. It shouldn"t be. Because one of the
most ways you can gain good, solid referrals is by rewarding those who pass
them along to you.
Make it known in your monthly newsletters, on you web site, and on our
brochures that when someone sends you the name
of a likely prospect who ends up doing business with you, there"s something in
it for them. Perhaps a couple of lottery tickets, a dinner-for-two, or a
special plaque of recognition.
Remember: A behavior rewarded is a behavior repeated.
Referral Generator #4 - Use testimonials everywhere.
People do business with those they like, know, and trust. They also do
business with those who "come recommended"
to them as being worthy of their business.
Testimonials are the perfect way to spread the word that there are others
who appreciate your work and are so confident
in your services they are willing to put their names and reputations on the
line to say so.
Put together a "booklet" of written testimonials. Create an audio tape of
testimonials from happy buyers and another from
happy sellers. Get pictures and testimonials and post them on your web site.
Use testimonials everywhere and watch your "referral"
business jump to the next level!
Referral Generator #5 - Hand out more business cards.
Take a close look at your business cards. Do they offer a compelling reason
to contact you? They should.
Do they offer a pain free voice-mail number prospects can call to hear all
about the services you offer and to hear the success
stories of a number of your happy clients? They should.
Is the back side of your business card blank? It shouldn"t be. You can turn
your business card into a dynamic lead generation
piece by simply printing a useable calendar on the back, or a sports menu, or
perhaps a special offer of two.
Once redesigned, hand out at least TWO business cards to everyone you meet.
If someone just told you how great a job you"ve done... hand them five! And tell them something like: "Well, I certainly appreciate the good word. Makes all that I do worthwhile. If you think you"d be doing your friends and family a favor, maybe you could pass these out the next time you meet them and throw in a good
word for me."
Can"t hurt, might help.