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EveryOne Loves Referrals

EveryOne Loves Referrals

Use These 10 Steps to Get Referral Business from Your Clients

10 Steps to Get Referral Business from Your Clients

Everyone loves referral business! Unfortunately, not everyone takes an active interest in generating referral leads. Consider the following statistic: 91 percent of consumers are willing to give referrals, yet only 11 percent of people ask for them. It doesn’t take a math wiz to see there’s a gold mine of referral dollars being left on the table.

Despite what you may have heard, referral business won’t take care of itself. In fact, drumming up referrals can be quite a challenge. You not only have to lead the horse to water, but you also have to make the water worth drinking—and that means being proactive and providing exceptional value.

Take an active interest in your clients’ happiness and they’ll be more likely to return the favor. With that in mind, try our 10-point proactive approach to earning (and increasing) referral business long-term.

How to Get Referral Business - Step 1

Think about your past experiences—your greatest successes and your most dismal failures. See any patterns? Timing is everything, and finding the right time to ask for referral business can be a matter of trial, error and strategic adjustment.

Consider your best successes, determine when you made the initial referral request and base future inquiries on the same timeframe. If you’ve found that asking for referrals too early in the transaction puts relatively unfamiliar clients on the defensive, implement a more patient approach. Speaking of patience…

How to Get Referral Business - Step 2

While asking for referrals in the early stages of the transaction may not yield the best results, that doesn’t mean you can’t drop a few hints along the way. As Paul Simon once said, “you don’t need to be coy, Roy.” After all, 85 percent of small businesses say word-of-mouth referrals are the number one way new prospects discover their businesses.

Let clients know that your business thrives on word-of-mouth and referral leads, and that means you’re willing to do everything within your power to make sure they’re satisfied with the transaction and willing to tell their friends about it. Planting this seed early will make the actual referral request that much easier later on.

How to Get Referral Business - Step 3

It should go without saying, but everything we’re talking about hinges on a job well done. Anything less and you can kiss those referral leads goodbye! Pay close attention to the feedback you receive directly from customers or through online reviews and use that information to improve your services. By delivering the best experience possible, you’ll make your customers happy, and happy customers tell their friends!

How to Get Referral Business - Step 4

Once the transaction is complete, many people pat themselves on the back and prepare to move on. This is a huge mistake. Consider the following:

A recent survey by AutoTrader.com found that 69 percent of consumers have experienced buyer’s remorse after purchasing a car.

The Washington Post reports that one in four homeowners experience buyer’s remorse after buying a new home.

Buyer’s remorse is very real, and it’s NOT industry specific. It doesn’t matter if you’re selling insurance, real estate or beauty products, your clients will likely experience a period of self doubt and regret just following their purchase.

Here’s a hot tip: It’s never a good idea to request referrals from a client in the throes of buyer’s remorse. You might not receive the response you were hoping for!

Instead of worrying about referrals at this stage, focus on keeping your client 100 percent satisfied and happy with the transaction. Following up with a customer shows them you care about their well-being and you’re available if they need you. This solidifies your relationship, builds customer loyalty and gently reinforces the client’s purchasing decision.

This is also a great time to request feedback and offer useful content such as how-to videos and articles that will further enhance the client’s experience with your product. By being there for your clients when they need you most, you increase your chances of receiving referral business later on.

How to Get Referral Business - Step 5

Once you’ve delivered your client to their happy place, you can turn your attention to the business of asking for referrals. But don’t jump the gun! First, take the time to decide exactly what it is you’re looking for.

Traditional word-of-mouth and referral leads are a good place to start, especially when you consider that 92 percent of consumers trust recommendations from friends and family above all other forms of advertising.

Meanwhile, 88 percent of consumers trust online reviews as much as personal recommendations, making reviews on third-party sites such as Yelp, Facebook and Google invaluable.

Finally, 68 percent of consumers trust opinions posted online, which makes client testimonials valuable additions to your website and marketing campaigns.

How to Get Referral Business - Step 6

Now that you’re in the sweet spot, it’s time to make your move. Stop dropping hints and cash in on the trust you’ve earned through hard work and dedication. Let them know how much you appreciate their business and how important they are to you. You’re happy to see them happy and you’d like to spread that same joy to their friends, family and business colleagues. Just remember to be direct, polite and humble.

How to Get Referral Business - Step 7

Once your client agrees to help you out, it’s impolite to leave them hanging – and the longer you wait, the more likely they are to lose interest. Have a process in place to accommodate eager clients. Have business cards at the ready for face-to-face interactions. If you’re asking for an online testimonial or review, make the process easy. Send them interview questions or links to sites like Yelp, LinkedIn, Facebook and Google+. Anything you can do to make the referral or review process simple and convenient will improve your chances of success.

How to Get Referral Business - Step 8

So you’ve gotten what you want and it’s time to move on, right? Wrong! You’re in this for the long haul. You never know when and where a referral opportunity will occur, so it’s important that you nurture client relationships to maintain trust, encourage customer loyalty and earn ongoing referral business.

This is where content marketing is critical to the referral process. Instead of simply promoting yourself, focus on providing content that will be valuable to your clients. For example, a client who’s just purchased a home doesn’t want to be inundated with new listings and mortgage rates.

Instead, send something of interest, such as helpful home maintenance tips or information on DIY upgrades that will enhance their home’s value. This type of content not only shows you’re interested in maintaining a relationship, but it also paints you as an industry expert and trusted professional.

How to Get Referral Business - Step 9

Building your reputation through great content is only half the battle. You also need to remain top of mind so that clients will remember your name months or years down the road and continue to recommend your services. This is where email marketing and social media come into play. The numbers speak for themselves:

By giving past clients multiple opportunities to engage with your brand and content in their inboxes and social feeds, you stay top of mind when referral opportunities arise.

How to Get Referral Business - Step 10

Quality business referrals are born out of customer loyalty, which has to be earned over time. By maintaining contact with past clients and continuing to provide them with valuable content, you strengthen your relationship and build a solid, mutual sense of trust. This earns you the right to occasionally ask for a favor, and ensures your clients will be happy to oblige!

What kind of experiences have you had with referral business? If you have an interesting success story – or an educational story of hard-fought failure – share it in the comments below. We’d love to hear from you! And be sure to sign up for our Sunday Edition.

Click here for more great info on Referral Marketing
Going Responsive is No Longer a Choice It’s Now Required By Google

Going Responsive is No Longer a Choice It’s Now Required By Google

Still Thinking About Going Responsive?

Did you know that over 1.2 billion people access the Internet from their mobile devices? Mobile internet usage is increasing steadily and being used for almost everything, from web surfing and online shopping to banking and finding love. Around the world, smartphone users increasingly depend on their devices for instant information in the palm of their hands.

Click Here Find Out If Your Website is Mobile Responsive

The odd thing is that despite the millions of mobile visitors, a majority of websites have not optimized their pages for mobile use. One solution to the problem is to create separate device-specific HTML sites specifically for desktop users and mobile users. But a better and more versatile solution is Responsive Web Design. A single design pattern which adapts to all kinds of screen sizes of different devices, serving the same HTML code on the same URL for both desktop and mobile devices. Internet tech company, Google, has officially recommended that websites use a responsive web design.RealEstate Agent Using SmartPhone

Having a single URL for multiple devices-optimized layouts has many benefits. For starters, it makes sharing and linking to the site easier using a single link through social media or email. It also makes discovery of content more efficient as Google won’t need to crawl multiple pages. According to Google’s official webmaster blog, the search engine service “wouldn’t need to crawl a page with the different Googlebot user agents to retrieve and index all the content.” Since the same coding is used for all devices, it requires less engineering time from the developers to maintain multiple pages for the same content.

In creating a single shared site using responsive design for both desktop and mobile, Google suggests websites pay heed to the following guidelines:

 Pages should be rendered legibly at any screen resolution and size.

 The same set of content should be viewable on any device.

 No matter the window size, there should never be a horizontal scrollbar.

A responsive design gives users of all platforms a better and more satisfactory reading experience. On mobiles, you won’t need to pinch and zoom to adjust the text into a readable format. The website automatically presents itself into a mobile-friendly setting for smartphone and tablet users, and in a wide screen layout for desktop users. There is a 61% chance dissatisfied visitors will go visit a competitor’s site, if they are not happy with your mobile website. So putting time and resources into developing a site which is compatible on all devices is an investment, increasing visitors’ time spent on site, loyalty and recommendations.

With Googles new algorithms for searching and indexing sites in place, if your not mobile responsive you will lose ranking. My advice is to get with your website manager and ask if your mobile responsive and if your not, get responsive. It’s not a choice any more.

Click Here Find Out If Your Website is Mobile Responsive

CrimmCoSEO Strong Site 2015 Social Trends and 5 Free Keyword Tools

CrimmCoSEO Strong Site 2015 Social Trends and 5 Free Keyword Tools

CrimmCoSEO’s Favorite Posts for the Week
 
Strong Website

Do You Have a Strong Website?

So you have finally decided that your website needs a bit of internet marketing. Awesome! We are so happy to hear that. Now, where do you start? How do you know what you do and don’t need?
There are so many options on the web right now when it comes to marketing to make anyone’s head spin! Here are a few basic tips for figuring out how to market online: Read More

Keywords (5)

5 Free Keyword Tools

To help you figure out which practices are best for keyword research, there are a number of free keyword tools that you can use online. These tools can help you in choosing keywords that will pull your target visitors in, increasing exposure for your pages and improving the numbers for your website. Read More

Top Social Media Trends for 2015

Trends
With the New Year firmly underway, it’s time to look at the marketing forecast for 2015. From mobile engagement to social banking, this year will see the rise of several new social media trends. Cater your social media marketing plan to the following six new developments to position your brand for a successful 2015. Read More:
 CrimmCoSEO provides full SEO services – Click or Call (808) 214 0421
The Worst Real Estate Advice Your Clients Hear

The Worst Real Estate Advice Your Clients Hear

As a real estate professional, you sometimes have to compete with well-intentioned friends and family members offering your clients some not-so-great advice from the sidelines. Most of that advice tends to be aimed at the pricing of the home, which may hinder your client discussions.

Realtor.com® recently highlighted some of the worst of that advice that real estate professionals say their clients download (5)recite to them, including:

  • “Price the house based on what you paid, plus a little extra for profit.”
  • “Price the house based on what you feel is right.”
  • “Add the cost of renovations you’ve made to your price.”

Sound familiar? It’s important that you set your clients straight and let them know that pricing a property shouldn’t be based on what their gut says or what they think it should be. A home’s list price should come from comps and square footage. You may need to step back and carefully explain to your clients the importance of comps and why real estate professionals use them — before just jumping right in to comp review mode and the price.

Also, beware that home owners may sometimes hear advice to price their home higher, despite what the comps say. For example, they may hear:

  • “Price your home high because buyers will come in low.”
  • “‘Not in a hurry to sell? Price the home high’”

Explain to them the dangers of pricing too high. “If a home is substantially overpriced, it’ll end up sitting on the market for a long time,” says Bill Golden with RE/MAX Metro Atlanta Cityside. If the house lingers on the market, buyers often start making low-ball offers. “In the end, these homes almost always sell for less than if they had priced it right to begin with.”

Indeed, Tracey Hampson, a real estate professional in California, says “if a home is priced correctly, you will get full-price offers and even over-asking-price offers.”

Source: “The Very Worst Home-Pricing Advice You’ll Ever Hear (and Why),” realtor.com® (July 21, 2016)

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Do You Know the Real Cost of Renting vs. Buying? [INFOGRAPHIC]

Do You Know the Real Cost of Renting vs. Buying? [INFOGRAPHIC]

Some Highlights:

  • Historically, the choice between renting or buying a home has been a close decision.
  • Looking at the percentage of income needed to rent a median-priced home today (30%), vs. the percentage needed to buy a median-priced home (15%), the choice becomes obvious.
  • Every market is different. Before you renew your lease again, find out if you could use your housing costs to own a home of your own!

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Maui Ocean Center Welcomes 5 Blacktip Shark Pups

Maui Ocean Center Welcomes 5 Blacktip Shark Pups

Five blacktip reef shark pups have recently became a part of the marine life at Maui Ocean Center.

At approximately two feet in length, the pups will reside in the Deep Reef exhibit for about a year before they’re released as juveniles back into the ocean.  Upon arrival, the pups received a blessing.

A team of aquarists lead by Head Curator John Gorman observed the sharks throughout their quarantine process to ensure they remain in optimal health.  Gorman said the sharks have successfully acclimated to their new environment.

Blacktip reef sharks are opportunistic feeders, scavenging the ocean floor for crustaceans, squid, octopus, and bony fish.

Aquarists at the Maui Ocean Center say the species gathers nearshore during the summer months to establish pup nurseries where shallow waters help to protect the pups from larger ocean predators.

The Maui Ocean Center is currently home to nearly 20 sharks and 5 species.