Earlier this week, we looked at the first two of the top tips for gaining referrals: asking for them and joining referral networks. Today, let's wrap up the discussion with three more proven techniques for gaining referrals.
Referral Tip #3 – Use testimonials everywhere
People prefer to do business with someone they trust. Someone who comes recommended has a big advantage in the trust department. Testimonials perfectly announce that there are others who appreciate your work, and that they are so confident in your services that they are willing to stake their reputations on it.
Put together a booklet of testimonials or include testimonials in a brochure. Create audio recordings of happy clients giving their testimonials. Post testimonials on your website with pictures. Build instant credibility with every prospect with testimonials.
Referral Tip #4 – Hand out more business cards
Take a look at your business cards. Do they offer a compelling reason to contact you? They should. Do they offer a voice mail number that your prospects can call to hear about your services? And to hear success stories from happy clients? They should.
Is the backside of your card blank? It shouldn’t be. Put a testimonial, calendar, or sports schedule on the back. Turn your card into a dynamic lead generation piece.
Hand out at least TWO of your new business cards to everyone you meet. If someone tells you how great a job you’ve done, hand them FIVE!
Tell them something like: “I certainly appreciate the good word. If you think you’d be doing your friends and family a favor, maybe you could pass these out next time you see them and throw in a good word for me.”
Referral Tip #5 – Use Direct Mail
Direct mail is easy, time-efficient, and effective. All it takes is a simple postcard to your valued real estate customers and contacts once a month to remind them that you’re still in business and you appreciate referrals. That’s it.
Direct mail is THE way to stay in touch with a large number of contacts and have your contact information in their hands on a regular basis. Keep in mind that direct mail doesn’t replace phone and in-person contact, it is only meant to enhance those methods.
By regularly reminding your clients and contacts of your business and the real estate services you provide, you greatly increase the chances that they will remember you when they have a friend who needs your help. It’s amazing what a little postcard can do.
-Gina
Related Posts: Top Tips For Gaining More Referrals (Part 1 of 2), What’s the very best way to get referrals? Ask for them!, Five Reasons Why Direct Mail Postcards Work
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