Leverage: Competitive Advantage

Referral Trigger for the week of June 4
What to DO to GIVE Referrals
Builder’s Tool: Maintenance | Purpose: Leverage​

Giving a referral leverages competitive advantage.

Share the story of a client who thanked you for a connection you made for them.

Start with what the client originally said to you.
Did they ask if you know someone, or did they start with the situation?
Then tell us what they said, later, when they thanked you.

 

4 Responses to Leverage: Competitive Advantage
  1. Wendy Kinney
    June 3, 2018 | 5:12 pm

    Anne is a past Member who texts me at least once a month asking for a referral.

    The last text began “‘Wendy-Who-Knows-All’ I am seeking yet another referral, please.”
    and ended,
    “btw, moving ahead with Arlene and Scott, thank you for that referral. They seem great.”

    She asks for referrals for herself, her clients, her parents, and her sister – who just got an Executive Director position and is making lots of changes.

    I feel fortunate that Anne considers me a resource.

  2. Clay Jeffreys
    June 4, 2018 | 9:58 am

    Recently my friend Dustin was telling me about some roof work that was completed. When he was getting down from his attic, he noticed water still on top of the hot water heater. He realized in addition to a roof leak, he had a hot water leak. I gave him the plumbing referral, and the problem was resolved within 24 hours of his call. He thanked me profusely for the referral, then immediately asked “Who do you know that does HVAC?” (of course I gave him Tom Bunch’s info) and followed by “Now I know who to send my friends to when they need a referral.” That is one more source that can refer people my way. While he has referred people to me for mortgages, he now knows to refer anyone to me because I can connect them to a trusted source. That creates more contacts for me with other potential clients/referral sources.

  3. Chad Meisner
    June 4, 2018 | 10:27 am

    Early in 2017 I had a client conversation regarding his wife’s declining health. They had discovered mold in the house and had just paid a fair amount to have the place cleaned. However, they had been told that they should replace the HVAC and install a much better system to improve air quality before returning to the home. I asked if they had anyone in mind and they had only just begun shopping around. I gave them Tom Bunch’s name, along with an glowing endorsement. They ended up using Tom and raved about the experience for the following three meetings!! They literally couldn’t stop thanking me for the introduction!

  4. Melissa Howell
    June 6, 2018 | 1:33 pm

    One of my neighbors had storm damage, a wind storm came through and knocked off several shingles. She mentioned that she was looking for a contractor – so I referred her to the guy who built our goat and chicken houses. A few weeks later, I heard from both of them that her roof was fixed – and that in their discussions, she finally found someone who could build a chicken house so she could have her life-long dream of getting chicks. My neighborhood is now plush with fresh eggs and we would survive the apocolyspe with omelets and quiche!

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