Thursday, August 28, 2014

Referrals – WHO YOU KNOW....AND WHAT TO DO ABOUT IT!



Remember the age old saying; “It’s who you know, not what you know”?  Well in the Remodeling world and generating referrals, I think we would all agree it’s a little of both.  It’s definitely “what you know” that will get “who you know” sending more business your way! 

Referrals – We know we all need more of them but no one feels comfortable directly asking for them.  So “How?” you ask, do we generate more referrals?



Be Creative!
A realtor friend of mine was recently telling me how she had attended a seminar on doubling your business strictly through referrals.  Intrigued, I asked, “How”?  She explained that one way was to start doing a “pop by” to past clients.  She would “pop by” the home of some past clients with a small gift of sorts and check in to see how they are doing.  Her first one was at Easter time and so she coordinated the gift with the holiday.   

The gift was an Easter egg coloring kit and marshmallow peeps, she also included business cards and had a tag on the gift that said 

 Have your Peeps call my Peeps, We Love Referrals”. 

I thought that was pretty clever!  People love getting free stuff, no matter what it is and she actually showed her face at their doorstep, genuinely concerned on how they were doing in their new home and if she could be of any help.  By doing this, she has reminded her previous clients that she is available for any home buying or selling assistance and it hopefully would spark them to say “Hey, my friend John is thinking of buying/selling, maybe you could help him”.  One of our clients has adopted giving homeowners a cutting board with their logo on it once they’ve completed a kitchen remodel, a simple thank you gift that will remind them of your services each time they use it!

Be Informative!
Another way that my realtor friend is generating referrals is by direct mailings.  Each mailing has a theme, the latest one included an informational flyer with essential tips for sellers and home buyers and a piece she put together herself on 10 Reasons You Might Want to Consider Hiring a Realtor.  She always includes a letter that she types up and throws in a business card.  All of the remodelers we work with have started sending newsletters to past clients which is also a great way to reach out and be informative while also quietly saying “Hey! I’m still here if you or your friends need any work done!”

Think Outside the Box!
Once you’ve completed a project and the client is totally in love with what you’ve done, suggest hosting an “open house”.   This way, your client can show off their newly remodeled kitchen/bath/etc. to family & friends, which is essentially showing off your great work and will get guests thinking “Hey, maybe it’s time we remodel our…”  And then you’ll be on-hand to discuss the recently completed project and hopefully get some referrals without doing anything besides being social and purchasing hors d’oeurves and drinks!


Hopefully you can incorporate one or more of these methods to boost your referrals and bring your business to the next level!  We would love to hear of other referral methods that have worked for you or others you know, so leave us a comment below!

Thursday, August 21, 2014

THE LEAD MATCHMAKER !


Oh that first Date...you remember that right, or in my case I'd like to block it out of my memory!  I get a lot of good laughs out of watching all the reality shows on dating and how to do this better..... 

Then it got me thinking about what I do I guess you could consider me the 

Lead Matchmaker! 





Yep! I put the right lead to your company while using a specific technique to be sure the lead you find  fits you best and ends up being that first date you always hoped it would be! 

Just like in dating , our leads can become such a rush when we first see them and then after a couple dances we see they really are not all we expected....then across the floor we see the one that got away! 





Matchmaker Rules !
  1. Right financial investment!
  2. The project meets the company’s portfolio
  3. the need = the want
  4. Who else are they speaking to?
  5. A real “picture” of what they want
  6. Does the client have a realistic expectation on completion, time to design, and the entire process?
  7. Set up the expectation for the first initial consultation with sales (i.e.: design agreement,who is coming, how long to expect for..)
  8. What is the real reason for the project?
  9. Decision Making:  "Ok, now assume you're ready to go ahead with this project.  Tell me, how will you choose....what factors will you consider...what will you need to know, to determine the contractor or firm that, in your opinion, will be the best firm for you to go with on this project?"
    When this is understood, your client will be better able to prepare for it and demonstrate their ability to 'look the part' of a 'preferred provider' . . . better than any other firm their prospect is considering hiring for a project





The "dance" many of us do with potential clients should be kept for those that are ready to turn on the music and really get moving!