Referrals

I don’t  know how many contractors work to get referrals but this needs to be your #1 marketing source. If you learn nothing else from me, please learn this: You need to master how to receive referrals from every job you get.

So with every job you do, always have in the back of your mind, “how can I over-deliver to my client so that I can ask for referrals and get them?”

I know this may sound crazy to some, but I have friends in the construction business who strictly run their companies from a referral network. And when I say network I am talking about their own clients that they have sold to for over 20 years.

All they do is work their own client base. From day one they clearly understood the value of a satisfied client. Now I said “client” not “customer.” Oh you want to know the difference between the two?

Great! Let me explain the easy way. A customer is one that you sell to once. A client is one that you put under your wing to learn everything you can about them and guide them and direct them and always put them before anything else and protect them at all cost.

Show them you care about them and their family first and your sale will come. The nice thing about your own client base is setting up a company newsletter that you can send by email on at least a monthly basis and keep them up-to-date on everything about your company or inform them of special promotions that you offer.

I have a “tips around the house” section I like to include in mine, and my clients say they love to receive it every month. So remember, this is mostly about them and a little about your company.

Also remember that an existing client costs less than hunting down new ones, so keep those existing clients happy and do not be afraid to ask for referrals. Put together your own client referral program and give gifts or maybe discounts on future work. This is a great way to gain more clients.

Our new site contractorblab.com will launch in mid October and will have a series on referral programs and the best way to set them up. Thanks for your comments and keep them coming.

Happy Selling

Glen