REFERRALS ARE LIKE OXYGEN…they are the lifeblood of any great Sales business. we need to ask this question over and over every day… "Who you know that needs my help to buy or sell a home in the next 90 days?". "Who do you know that needs my help to invest in my product this year?". "Who do you know that you could send my way that I should speak to right now?". Before you can ask those questions, the first thing you must do is build up a sizeable Database of people who will refer their friends and relatives.
Reality Check: every business starts with a zero Database. The size of your Database is purely a function of how many people that you contact on an ongoing basis. The results you receive from that Database are directly related to the quality of your service. The key then is to garner a high percentage of referrals from your Database.
Here is your ACTION STEP… the way to get a lot of referrals from your Database is to get people to talk about you. What is it about you that makes it easy for people to send business your way? It must be easy for them to explain why you are better to do business with. For example:
— "Fred is great to do business with, he is always there when you need him and treats you like you are his only customer"
— "I would recommend Judy to anyone. She really knows the market, works very hard and doesn't waste any time of my time. She's very efficient!"
— "We clicked right away with Susan, she asked all the right questions and knew immediately what it was we were looking for. Then she went out and got it for us. She listens."
— "John has some very unique ways of finding and attracting Buyers. His marketing and follow-up campaigns are second to none. I've never met anyone who does things as uniquely as he does. He is simply a great Salesperson"
The 4 examples above are real life referrals I collected from some of my Coaching clients. Their customers found it "easy to explain why they are superior to the competition". Make sure your customers can do the same for you. Bonus Tip: start asking your customers what it is about you that they like. Look for commonalities that allow you to focus on the specific things that are working for you. Build on your strengths. You deserve to stand out! NO Excuses!