Clients who send referrals your way are the bread and butter of your business. As walking billboards, they refer you to their friends, families, co-workers and even the stranger behind them in line at the coffee shop. They don’t have to refer you; however, they go the extra mile to refer you because you go the extra mile to serve them. This is a testament to their desire to see your business thrive.
To ensure that people continue to send referrals your way, it’s vital to acknowledge and appreciate them when they do. If your clients feel appreciated, they’re more likely to keep referring you in the future. In an age where a simple “thank you” has become a rare occurrence, your clients will be flattered that you have taken the time to acknowledge their help.
Here are a few tips to help you show your appreciation:
1. Be sure to acknowledge the referral immediately; don’t wait to see if it will close. In addition to good manners, acknowledging the referral as soon as you get it will guarantee that you don’t forget to do so later. Create a new task in your To-Do list in Referral Maker™ CRM so that you won’t forget.
2. Give a small gift that is fun and useful. A gift card from Starbucks, iTunes or their favorite store or restaurant will be enough to show your appreciation.
3. Make sure to write a personal note thanking them for the referral and assuring them that you’ll take good care of their loved one or friend, whether they want to buy or sell now or plan to do so in the future.
Don’t promise your clients that they will be rewarded for a referral. Your token of appreciation should be seen as a “thank you,” not as payment for referring business to you.
Remember, it’s about the act of referring, not the viability of referral. It’s wonderful if a referral leads to a closed transaction. However, once the referred individuals are in your database, you have the opportunity to develop a relationship with them, which could lead to a closed transaction or more referrals in the future. Be sure to nurture these relationships and add them to your database in Referral Maker™ CRM. Visit Referralmaker.com to learn more and to start using Referral Maker™ real estate CRM software today.