Mike Jeffries, in his most recent Closing Success Systems blog, reminds us that some of the best referrals can arise through relationships with your trade peers and suppliers. He writes:
The Story…About three months ago, my business partner needed to bring in a plumber for some minor work in their master bath so he called the company that he had used before and trusted.The repair only took about 30 minutes and as the final paperwork was being signed the plumber asked this question….“I don’t suppose you’re thinking of doing a remodel of that bathroom in the near future?”As it turns out, they were starting to talk about it, in part because of the repair work he had just done.The plumber then handed him a card for a kitchen/bath company and explained that they work with them all the time, they’re good at what they do and their clients love them.BRILLANT!
Of course, what has happened here is the plumber and remodeler have worked out a mutually beneficial referral approach. Their trust with each others’ services extends to the clients they wish to serve. Generally, in business, you receive (with ‘interest’) what you give in value and quality — and great plumbers, flooring contractors, roofers, drywall suppliers, and virtually everyone else in the business generally have no trouble maintaining really successful relationships with great general contractors and owners.
Word gets around and and if you’ve earned the “right’ to a great word-of-mouth reputation, you certainly are not breaking any business or ethical rules by encouraging and expanding the powerful impact of a positive reputation with “give forward” programs to people and businesses who can often reciprocate and, even if they don’t, who are likely to leave your current clients satisfied going forward. (Realistically, as Jeffries notes elsewhere in his posting, these businesses are not dumb — they almost certainly will return the favour.)
Think about your supplier relationships, co-marketing co-operation initiatives and the like. Oh yes, Jeffries and I practice what we preach here. You can see the link to his free newsletter on the sidebar of this blog. In return, I’ve received some worthy referrals from him.