Creating referrals, trust is the beginning.
The little bit of trust is the seed of a relationship. Don't make the mistake of believing it's enough it at the outset. Your job, once referral is received, is to engineer your business and your interactions with each new prospect to allow that seed to grow.
If you read the common advice on marketing and sales at all focuses on tricks and tactics, strategies and scripts to quickly turn prospects to customers. And if you're interested in simple, sterile, transaction, and exchange of money for commodity widget or service, then stop reading right away and go to those. The tricks they teach you a be sufficient for you.
But in selling complex, high ticket, big decision products and services, like a home, that short-term, tactical approach actually works against you. It erodes trust, rather than building it. And this trust is essential to selling in this environment. Growing the significant level of trust requires take something that most businesses underestimate – time.
You put the time and with your client, maybe you've shown them 30 different houses, maybe you've been over for dinner, maybe you've met their family, the trust is established in the deal is done..
Now you need to leverage that trust into a referral. When the deal is done you give your clients a painting of their home and you say thank you so much for your trust, I value our relationship and I just want to give you this gift. That painting will hang proudly on their wall for years to come as a symbol of the trust within your relationship with your client. And every time their friends and family come over to visit for a cup of tea, they look up and they see that painting, that symbol of trust with you; their realtor.
Enjoy the painting.
Russell McRae,
Paintings start at only $200 and arrive matted, framed, nestled in our handmade packaging, with a thank you card ready to present to your clients.
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This is from the book Giftology by John Ruhlin,I highly recommend this book.
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