Whenever we attempt to sell a service or product, we are always in a quandary of who will buy it or be the end user. Will it be more efficient or cost effective if we market online? Does anyone NOT purchase or select products online? What returns can you expect if your product or service are referral only?
In the Beginning……
When we are first getting started in the Real Estate industry, the primary concern that most loan agents or realtors have to face is lead generation. How do we do it? Whom do we target as our ideal audience? Who would value our service, recommend or endorse us?
We often think of this process as the tree – where we represent the root and we branch out or grow our business. The roots are our closest friends, relatives and colleagues, and we grow the tree by feeding the roots, or asking for business.
It is often difficult when we get started, since our friends know that we are new to the business and that we have little experience. It is not always easy to have a ready to hand offer for them.
We create websites, profiles, join blogs and many other tech savvy moves to have people find us on the web.
But, what do we do to build trust? To build our product or service identity?
Act Two……
When people buy, they do so assuming that they can trust the product, and or the service. They make some assessment of value, and that the fee or cost is worth the value produced.
Trust becomes a vital beginning of any client introduction or opening. So, how do you establish this online?
What clients rely on more than any other source, is recommendations and endorsements. Think of it – when someone else is telling the world how great you are instead of you telling them, they are more inclined to believe it. Whether we are introduced or referred, there is an implied trust and endorsement of our product or service.
So, how do we request endorsements, referrals and likes, and so on? Particularly when we are new to any industry and service? By asking people that are familiar with us in some other facet – where we can build on our past performance.
When we are striving to excel and exceed expectations…..
We attempt to set a standard of satisfaction that is higher than the average service or product. We immediately declare that we will “do whatever it takes” to produce a service experience or product that is valued.
The second and perhaps most important aspect is fulfillment – I have to produce what I promise. This entails us clearly outlining what we say we will do, what our price will be, how long it will take us, and so on.
Finally, if we are successful in producing the product at our agreed price (or less), and are on time (or early), then we can make requests of recommendations or referrals.
Summary……
We all want to succeed. Whether it is some new product or service, we want clients to be long term happy and satisfied. When they are, requesting endorsements, likes, referrals and all of the rest, clients often are happy to comply. When we are able to build on this, we have the makings of a business. One that will thrive, and grow – much like a tree.
What are your experiences in growing your business? How do you request referrals? What would you tell someone who is starting out on a new business or product? Share your comments here on the rain and find me on linkedin, twitter and trulia.
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