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Establish a presence : be visible…get to know a lot of people.
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Be the expert : provide useful information in a ‘tips’ or ‘how to’ format.
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Join and get active in worthwhile organizations---’choice client’ territory.
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Be responsive : return calls promptly.
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Ask! To be introduced to people who can use your services and refer you to others.
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Educate : offer to give seminars and presentations on topics of interest.
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Write : tips, columns, articles, newsletters.
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Reciprocate : make certain your referral network works both ways.
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Build alliances with businesses who market to your choice clients.
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Be thankful : thank clients frequently and creatively.
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Above and beyond : do the unexpected and utilize ‘surprise’ tactics.
- Client for life ’ mentality: create a marketing strategy that is multi faceted and clearly focused on communicating value and benefits.
- Resource: be their ‘go to’ person and create your own referral ‘recommended resource’ list.
How to Become Refer-able
Be Prepared:
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Understand who your choice client is and what their needs are.
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Follow-up! Be proactive and interactive.
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Have systems in place to make the process easy.
Be Memorable:
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Do things that vividly will distinguish and differentiate you in the minds of your clients.
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Your brand identity must be tied to something unique, authentic to you and that represents your values.
Saying Thank You
Thank You for Offering to Give You Referrals :
"Thank you for graciously offering to recommend my services. I am enclosing three business cards and brochures. I thank you in advance for placing them in the hands of individuals who I might serve. I will keep in touch and render my services as needed."
Hot Tip! Send a thank you when you don’t get the business or referral:
"Thank you for taking your time to meet with me. I am sorry that your immediate plans do not include our working together at this time. However, if you need any additional information or have questions, please feel free to contact me. I’ll keep you updated on any new information I feel would benefit you."
You WILL stand out from your competitors!
Follow Up Note
"As you know my business depends on referrals. I would very much appreciate it if you would jot down the names of two or three people who you feel would benefit from talking to me about my organizing, staging or redesign services."
Thank You Gifts
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Gift certificates: coffee; books; movie; restaurant; car wash
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Flowers; gift basket
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Hobby related (golf, gardening, etc.)
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Donation to favorite charity
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Pumpkins at Halloween or Easter Baskets
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Pet gifts
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Advertising specialty items
- Inspirational sayings or poems
About the Author: Sandy Dixon is a former Realtor® and sales, marketing and training executive. She teaches people how to start, market and grow their own real estate staging and interior redesign businesses, also offering redesign/staging workshops for both existing business owners and those looking to start a new career. Visit her website at www.interiorarrangements.com for information on her PR and marketing products and her training and mentoring programs.
And another important resource:
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93% of purchasers are satisfied with the agent they used, but only 11% buy from them again. Why? Because they don't remember their name.
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