Referral Trigger for the week of June 24
What to DO to GIVE Referrals
Grow: Nurture | The Value of Copies
Conversation lead by the: Downtown Woodstock
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and | How many seeds are in an apple, a pepper, a cucumber? Copies of one Endorsement Letter passed at our table could create 15 referrals next week, if we each passed the letter on to a client who was interested. Share a different example of a way you have – or could – take one action with the potential to give exponential benefit. |
I think a good option that could have exponential benefit is visiting a Team Members website and leaving a review directly on their website or on a review site like Yelp. This is another layer of endorsement that can help in the digital age, grow the opportunity for referrals for that Team Member.
When I need a Sub, I like to find one who needs to meet one or more of my Team. I believe Subbing is a professional way to make an introduction that can grow into a business relationship. I desire Gateopeners, but I also desire to be a Gateopener for worthy individuals. It really is a win-win proposition.
A different example to me would be a conversation in person.Endorsing a team member while looking a prospect for them in the eyes.
Doing this as a primary action and not as a “by the way” ensures that the endorsement carries the weight that it deserves.
I’ve used social media in the past. When I’m at a clients house installing a custom barn door, or delivering a custom dining table, and they mention they need a new fence or dog boarding I can direct them on my phone to Tyler at the Doggie Dorm or Jaco with Danco Properties social media links so they can see a friendly face with their name.
I like to share my personal experiences with the person I am referring. I always try to include a personal relationship or story about the company. If I have purchased their service first hand, then I will talk about my expectations as well. And I always like to end the referral with; “Tell them that I sent you.” I think that adds a great touch like they will be taken care of personally by the person that I send them to.
One action with the potential to give exponential benefit would be to pass a hand-off during a
7-minute presentation. One that’s designed to summarize my presentation for a potential referral.
As team members listen to my presentation, they think of prospects that may benefit. The hand-off would benefit prospect in understanding the service and contacting me.
I keep all my team member’s phone numbers saved on my phone. That way when a find a referral I can simply pull out my phone give them the number. It shows that I really do know this person enough to have saved it in my phone. It also makes me seem like a great source for future needs the client might have, which leads to giving even more referrals!
A long time ago I was complemented on my ability to listen
to customers. With a few questions they will tell you what they want if you let them.
I still keep my ears open when I meet with friends and clients. You never know what you will hear and pickup on a referral oppertunity. I keep my team card holder with me and many other PowerCore members phone numbers in my phone.
Easy way to help those in need.
I like to meet clients face to face and have them sign documents face to face. It is at a face to face meeting that I am most successful referring clients to different service providers. I think face to face meetings build trust.
Every time I go to a Home to quote a job I look the home over top to bottom. Several times they ask for services that Swenson’s does not offer. This is when I pull out
my Powercore contact list. Recently a customer wanted their unfinished basement power washed. I referred them to power washing company in PowerCore. The customer was very happy with the work and the fact that I had made the referral.
When helping clients find a space or property for their business I often see opportunities for potential referrals.
I feel that I add value for my clients by being able to direct them to members of my Powercore team so that I’m not just taking care of their commercial real estate needs, but I am helping them to take care of their business.
One of the ways I give referrals is online, like through the Nextdoor website or on Facebook. If I have a team member that I haven’t had the chance to personally use their services, but would still recommend that someone use them, I can use content from their endorsement letters to establish credibility. For example, saying “Here is a contractor (insert contact info)” isn’t nearly as effective as saying “You should reach out to (company name). They always keep their deadlines and are great at communicating throughout the process. Here is their information: _____.” Personally, I’d be much more likely to use a recommendation that had a brief summary of why I should use them instead of just a name that someone dropped.
One that makes it easier to take action and add value is to keep my pwoercore business card holder in my note taking folder for client appointments. When I’m having an appointment with a client as a financial advisor we usually cover a lot of ground. Not being prepared would make it easy to miss out on an opportunity. Having a card handy is a way to make a connection instantly and assure that an opportunity doesn’t slip through the cracks.
Several times when I’ve posted pictures on my social media and they have happen to be pictures of something in my basement people have made a random comment about how amazing my floors are. I take that opportunity to tell them Brandon with B-Floored installed them and tag him and his company in my post so it will reach others who might want similar quality work themselves. It’s a great way to reach an audience and give a referral organically.
One action I could take is writing an endorsement letter for the roofer on my team, Rich Carrozza. I have referred to him on numerous occasions for my clients who have called to file wind and hail damage claims on their roof. The roof was completely replaced in most situations. After the work was completed, my clients came back to me and told me what an outstanding job that was done and how awesome Rich was. By writing an endorsement letter for Rich – he could then use those letters to show to future potential clients/prospects so they could know that they are in outstanding hands.
Since I am new to the group, I can provide an exponential benefit by continuing to having meetings with members of the team so that I fully understand their business and ideal client base. I am also reviewing the profiles of the team on the PowerCore website and adding members to my contacts as well as my mailing list. When I meet with clients, I perform an extensive interview before beginning work, and in many cases, this reveals other challenges or services needed. During the intake process, this gives me the ability to provide an unexpected “value add” to my clients in addition to the services I provide.
When I get a new dog boarding Client, I always ask them how they find me. If they have moved, they will tell me. That starts the conversation where I share that I’m a 3rd generation Atlantan, grew up in Cherokee County, run my business out of and live here still. I tel them to please call me if they need a referral or any restaurant, business etc as I know the good bad and ugly. If they are a business owner, it gives me a chance to explain Powercore in that capacity as well. They always appreciate that and thank me for suggesting the help.