re·source noun 1. Something that lies ready for use or that can be drawn upon for aid or to take care of a need.
Bringing value to clients can take many forms---from a full menu of helpful services, to impeccable follow-up and response habits to remembering special things about them.
There is another often overlooked offering that provides huge value to your clients AND establishes you as the ‘go-to' person----recommending resources to them when asked. When you recommend reputable resources that can fill the specific needs of your clients, you provide value to your clients, as well as create ‘top of mind' marketing opportunities with the resources you recommend.
Both you and your resources will gain from the mutual exchange of referrals in addition to opportunities for co-advertising to shared presentations and trade show partnering.
A perfect WIN-WIN scenario!
Tip #1: How to Build Your Recommended Resource List
Start with service providers like these:
•§ Moving companies
•§ Carpet cleaners
•§ Window cleaners
•§ Handyman/Repair Services
•§ House cleaners
•§ Art galleries
•§ Plumbers
•§ Electricians
•§ Tile professionals
•§ Countertop specialists
•§ Kitchen and bath professionals
•§ Yard care and landscape companies
•§ Furniture and accessory stores
•§ Painters
•§ Consignment stores
•§ Junk haulers
•§ Professional Organizers
•§ Minor repair services
•§ Pods or Offsite storage facilities
NOTE: When populating your Recommended Resource list, think about any home-related services that your clients ask you about or who you believe would be a good resource for your clients. Remember, these people are working with homeowners all the time and can be a goldmine for referral business!
Tip #2: Now What?
Take the time to meet with those you are considering recommending and familiarize them with your business and the services you provide. Do not make referrals unless you are confident of their abilities and work ethic. Refer people you have personally had an experience with or who someone you know has used.
If you do not know the resource, it's wise to check their references---your reputation is at stake each time you refer someone to a client.
Marketing Tip: If you are comfortable with a particular service provider, consider sharing client databases with them and start joint marketing---promoting both your services to your combined client lists.
Add your recommended resources to your database list and market to them along with your clients---as a reminder of the services that you can provide their clients AND to keep referring you.
Don't forget to say thanks. Whether it's a telephone call or handwritten note, show your appreciation by thanking referring sources for their confidence in you.
Important Notes - Always provide at least 2, optimally 3 recommendations to clients and not just one as it is important that they make the choice of provider that is the best fit for them. Suggested verbiage to add when recommending either verbally or in written format would be the following:
"We are making service provider recommendations based on the reputation of recommended providers. Clients are encouraged to do their own investigation to determine whether recommended providers or other providers would be the best fit for their needs or specific project, and are urged not to rely solely on the recommendations we provide."
- Also, all fees should be paid directly by the client to the service provider. Do not accept referral fees from the businesses you recommend.
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This is great Sandy, I love being a full service staging and having contacts in all these areas. Homeowners whether they are selling are not should always be looking to stagers to help them with referals in these areas! Kym