Prospecting – “Please Don’t Keep Me A Secret!”
In his book, Raving Fans, George Blanchard explains that the best time to get a referral from your clients is when: “value is received and value is recognized by your client.”
The strategy of asking for business when value is given doesn’t just apply for referrals. It can also be used when building a new relationship. By “taking the shots” and asking for business when a service has been provided, you are likely to end up with a lot more business.
Consider the following approach when you’ve assisted a prospective buyer or seller, or even just someone in your sphere of influence. Once you’ve provided a service, you can use the following script:
“Mr. or Mrs. _________, it’s been a great pleasure having the opportunity to help you. I’m wondering if I could ask you for a favor. As you know, I always put a great deal of effort into providing the highest level of service to my clients. Most of the people I work with assure me that I’m their “go to” person in real estate. But as you know, people don’t buy or sell homes very often, and with all the time I spend providing great services to my clients, it’s difficult to find time to actively promote my business to new clients.”
“I’ve found that my past clients are my greatest source of new business, so I’m wondering if I could ask for your help. Who do you know that is thinking about moving, or may just have a real estate need?”
Assist your client by encouraging them to give it some thought. If they offer the names of contacts they know, be sure to send a written thank you. If they don’t know of anyone at the present time, be sure to thank them for taking the time to help you grow your business.
Either way, every time you’ve assisted a buyer, seller or other contact, it’s critical to say the following:
“I really appreciate having the opportunity to work with you. If you happen to know of anyone that has a real estate need, “PLEASE DON’T KEEP ME A SECRET!”