Anyone asking how to find new employees or get more business should take a close look at their relationships in the community that they operate their business.
While there are many lanes for marketing your restoration business, and all are very important, almost none can be counted on to be as predictable and resilient as having a very strong network that you built with service and trust.
These are your cheerleaders and when the weather is not ideal, when google changes, when FB ads are not working…..these relationships will provide.
They also have a way of multiplying pretty quickly.
When you are doing things well and serving others, your network splinters off and you continue to be introduced to others.
When you put yourself out there in groups, panels, committees and other involvement, you show the kind of character that people feel trusting enough to be an advocate for.
Make sure you are being smart with your time and investments. Some groups will gladly take and take as long as you are giving and never really return real value.
Try being where others aren’t. In the restoration industry, there are multiple very common associations and different places that are almost expected to have people from all segments. Think outside the box. Who is already in contact with your target audience?
Find people and organizations that have high principles, strong people, but might be a little slower reward.
I did this for a few years here in Richmond. Associations that I became heavily involved in. Not my clients or audience…..but the experience and caliber of the people welcomed me in and helped me in professional ways with benefits that were invaluable. This helped me grow my business. So the currency can be multi-directional.
Quality of work plus better customer relationships
In general. I think if you are a people person you will find building your business slowly over a period of time through partnership will serve your spirit and give you a more inclusive feeling of community.
A few relationship ideas
As you can see…..these are limitless. Look at your circle and make sure they all know what you do and that you are willing to earn their partnerships.
Toby often says that he built his business on cups of coffee.
He built his business on relationships after reading the book, The Power of Who and implementing the principles in his business.
He shares the following when asked about getting more leads or finding new team members. You read that right. This is a marketing principle. A marketing principle that works for getting new clients, and for recruiting team members to possibly hire.
Make your marketing budget include cups of coffee. While that's funny, I know it to be true. You can build an entire business on cups of coffee.
Sit for one hour with someone over a cup of coffee to learn about them, their business, and their ideal client. You will unlock the door to a referral relationship. You will likely know someone that you can connect that person with to help them expand their business. In doing so, a good referral partnership will include reciprocal referrals to you.
A dartboard is a great analogy for referral partnerships.
Imagine your entire network… from you to your clients on a dart board.
It often takes multiple connections to find your revenue. The more connections that you can make, the more referrals you can get to your revenue sources.
In the illustration, it's interesting to note the black and white wedges on the dart board. Some have a higher number associated with them than others. The analogy is that not all referral partners bring in the ideal clients. There are different types of clients that are brought in by different referral sources. Knowing who your referral partner is connected to is vital to obtaining ideal clients.
Focus on who you know and your current circle. People that care about you want to see you successful.
You just need to be direct and ask for their help. The right people will jump at the opportunity.
Spend some quiet time with your list of who you know and ask them to meet for a cup of coffee. It might take a few attempts. It's ok. But if you keep getting turned down, or they are too busy after you’ve communicated your intention to get to know them and how you can refer to them business… You need to make sure they are really someone that you believe to be a good referral partner.
In time, if you aren’t getting referrals from people you meet with, you need to ask some serious questions on whether or not you are reciprocating enough to attract people, or if they are a good fit for your referral network.
If you aren’t providing the value to referral partners, you might struggle throughout your business.
Take some time to do nothing more than mentally prepare to make this a big thing.
You are going to want to get mileage out of this for a while.
Focus on that.
This is a big deal. You are doing what most won’t.
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