As you know, referrals are one of the most effective ways to generate business in the home staging industry. I have no doubt that each and every one of you relies at least partially on referrals—and would love to generate more.
In all my years in this business, I have discovered the majority of stagers don’t do as much as they could to generate referrals. Here are four steps to help you maximize referrals:
1) Identify your strongest referral sources—and keep them close. Take a moment right now to create a list of your referral sources—anyone and everyone who has referred business to you, or that has the ability to do so. This list may be long, and that’s fine. Once you’ve done so, go back and circle your strongest sources. For some of you, there may only be one or two. For others, five or ten. Identify these sources and make it a priority to keep them close. This may mean taking them out to lunch once per month or simply giving them a call every once in a while to catch up. The goal is to remain fresh on their minds so that when the opportunity arises, they’ll think of you!
2) Reciprocate whenever you can. Many of your referral sources will be other professionals—brokers, agents, lawyers, etc. Look for opportunities to generate referrals for these individuals, and they’ll become an even more enthusiastic promoter of your business.
3) Do the “little things” right. Turning your clients into promoters and referral sources requires you exceed their expectations. You can do this in big ways—such as helping them sell their home for great value; however doing “little things” right can make a big difference. Call your clients regularly to give them updates and ask them if there is anything else you can do for them. Send birthday and holiday cards. Manage as many details as you possibly can in order to make life easier for your clients. Anticipate their needs and do your best to meet them proactively. Seize every opportunity to surprise and delight your clients—if you do so, they won’t be able to stop spreading the word to their family and friends.
4) Make sure family, friends, and colleagues understand your services. Do your friends and family understand what you do? They should—even if it’s in simplified terms like “I help people maximize equity return when they sell their homes” You never know when they’ll have an opportunity to mention your services to one of their friends… but if they don’t know what you do, they can’t do so.
Referrals are the lifeblood of a successful home staging business. Once you developed a system to generate them, you’ll be able to sit back and watch the business roll in. But getting to that point takes work. These four steps will make a big difference… but if you’d like to learn more get in touch with us today! Email me directly if you are interested in a tool to keep track of your sources. Christine@christinerae.com
