Relationship Management Archives
7 Steps to Growing a Referral Based Business

7 Steps to Growing a Referral Based Business

All businesses know that one of the best ways to get new customers is by word of mouth. You need satisfied customers to recommend your name to other people looking for your service or product. That’s common knowledge. It is how you can take your business to the next level. But the question is, how can a business get more customer referrals? How can you become “referable”?  Referrals and word of mouth are at the core of successful businesses. Successful businesses have sustainable growth because their customers have an amazing experience and recommend you to their friends. Word of mouth creates more purchases. In fact, it is the primary factor behind 20 to 50 percent of purchasing decisions. Sounds good, right?  So how can your business get more referrals?  We’ve broken down the key steps that you can apply today to start to have a successful business based on referrals. Establish a strong foundation for referrals First, you need to get into the right mindset. Establishing a referable business is not a overnight quick fix, it is a long term game. Here are some tips on how you can grow your business by harnessing the power of referrals. 1. Customer Service is Key I’m sure you know customer service is a key element of your success, but it is the baseline foundation for referrals.  Yes, you know your market inside and out and no one can match your expertise. But at the end of the day, your customers are coming to you for a service. Make sure you are giving them the best customer service out there. Be responsive....
The Real Estate Agent’s Guide to Dating Your Clients

The Real Estate Agent’s Guide to Dating Your Clients

Hey girl. That’s a niiiiiiice house. Who’s your Realtor? Hang on. No, this isn’t an how-to on dating your client crush, so real estate courtiers: beware! Take your romantic interests elsewhere! But wait! Although you are not romantically dating your clients, the same investment of effort should be put into this professional, fiduciary relationship. Home-buying and selling tends to be a personal transaction – someone is choosing where they want to return to at the end of a long day, pour themselves a glass of whiskey (or wine!), relax, and unwind. Agents should constantly remind themselves of this as they engage in this business partnership.  How to treat your real estate client like the special someone they are… Dates While meeting with your client may just seem like another task on your schedule, on their side, it could be a potentially daunting activity. Having scheduled conferences exclusively in the office or over the phone may make your meetings as looked forward to as trips to the dentist (eeek!). Instead, every once in awhile take your client out for coffee or to a casual dinner and discuss business there. Offer to bring your office to them, and schedule around them, wherever they are, and they’ll appreciate the effort. Not only will this lift any possible anxiety they might be feeling around your meetings, but it will also demonstrate to your client the length to which you are willing to actively invest in them and their needs.  Communication  Actively listen to your client and be intuitive. Be patient with them, and cater and adapt to their needs. Offer up your own advice and recommendations....
5 Ways on How to Make an Introduction the Dale Carnegie Way

5 Ways on How to Make an Introduction the Dale Carnegie Way

How to Win Friends and Influence People was written for almost any situation with human interactions. Dale Carnegie, although many of his examples were during his time, was a man that spoke of things that will resonate beyond when he wrote this timeless book. In regards to building relationships and networking, Carnegie presents a plethora of insights to do your best in both. We’ve written about how to write emails that influence a buyer’s decision (the Dale Carnegie Way), yet how do you even start the email chain? What do you do when you don’t even know the person? Yes, you can send a cold email, but what if you knew someone who could introduce you? Or what if it was the other way around? How do you write an awesome introduction…the Dale Carnegie way? How to Make an Introduction the Dale Carnegie Way… 1. Names are a Valuable Key “Remember that a person’s name is to that person the sweetest and most important sounds in any language.” Remembering names is sometimes difficult, but as preached by Carnegie, recalling someone’s name can have great positive returns. When you hear your name, your brain activates the posterior region. The posterior region in your brain involves planned movements, spatial reasoning, and attention. I think it’s a safe and somewhat educated assumption that it’s similar process and activation in your brain when you read your name. And it’s attention grabbing, you’ll have someone’s focus by using their name. Introducing someone with the right name online shouldn’t be hard, but you’d be surprised how many people make that mistake. Whether it’s through autocorrect,...
What Snapchat Means for Your Business

What Snapchat Means for Your Business

I’ll admit, I’m still in the experimental phase of Snapchat. From face filters to animated emojis on videos, figuring out what to post is only the first challenge. There’s also formulating how to respond to people, how to chat with them, and then how brands are evening adopting it. Right now it seems, very few people older than 25 have adopted successfully. Recently though, the VP of Content of Snapchat reported that the app has 100 daily active users, and 50% of new users are over 25 years old. As I’m beginning my own exploration of Snapchat, an article (Teens have a Smart Reason for Abandoning Facebook and Twitter) popped up in my newsfeed and it really hit home. Teens are moving towards a stage that contains more personalized, 1:1 communication. Rather than spewing out content that casts a wide net, many people are looking for that human connection that you would find in a regular conversation. “Instead of posting generic and sanitized updates for all to see, they are sharing their transient goofy selfies and blow-by-blow descriptions of class with only their closest friends.” What Snapchat Means for Your Business… Data is surfacing showing that we are moving into a “post-broadcast” era. We are switching into using “narrowcast” tools like Snapchat and other instant messaging apps. The first generation of social media had us obsessed with follower counts, fans, number of likes on photos, and overall quantity. What could we do to jack that up as high as possible? In the early days, Twitter was described as the “backstage of your life” — where you could show what was...
Why a Negative Customer Experience Isn’t the End

Why a Negative Customer Experience Isn’t the End

There will inevitably come a time in your Real Estate career when a client has very strong opinions about what they want and don’t want, and it can come off as negative. Which may be a good sign; after all, you’re helping them make a very important decision! But while you may think this is game over for your working relationship, it doesn’t have to be. In fact, taking criticism and turning it on its head so you establish yourself as an understanding and reliable professional will actually strengthen your relationship. It may not sound easy, but with the right approach you won’t have to worry about a negative review or sour memory again. Take control of all types of business relationships by healing bruises most effectively.  How we turn negative criticism on its head… Based on our experiences taking and responding to plenty of feedback and criticism, we’ve broken down the art of building a relationship based on criticism into 4 steps. You probably are already incorporating these steps into your everyday relationships but how often do you shut down when a client gives you negative criticism? It’s too easy to take it and let it ruin a potentially great business relationship. And at the end of the day, 91% of customers who have had a bad experience will not willingly do business with you again. So, what can you do to take that ‘bad experience’ and turn it on its head into a positive, if not excellent relationship with your client? 1. Listen first As a member of the Customer Success Team at Contactually, I sometimes speak to...
The Guide to Building Relationships with Executives, Influencers & VIPs

The Guide to Building Relationships with Executives, Influencers & VIPs

A while back, our CEO, Zvi, wrote a post here about how to build genuine relationships with executives, influencers and other VIPs in your life. This is a skill that remains necessary wherever you are in your career, and is relevant across all industries and businesses. So, why are we revisiting this? Because across all industries and businesses, there’s a fear that goes along with building up and maintaining these relationships. We want to not only dispel why there’s a need for that fear. We want to encourage you to break through it because the end result will be far worth it. We wrote an awesome guide to help you define who those important folks are in your life and how to move forward with creating genuine relationships with them. Read on for more on building these key relationships… Before you get hung up on the fear of reaching out to VIPs or perhaps an executive in an organization, you need to remember that these individuals…they’re just like us! While they wield influence in their sphere or industry, and most likely have been very successful in their career or roles, it doesn’t mean they have more hours in the day or extra super powers that you’re missing out on. If anything, these influencers or execs would probably prefer if you treat them like humans, albeit respectfully, rather than putting them up on a pedestal and ogling as if they’re a celebrity. You have a lot more in common with them than you may think and remembering that in your communications is key, after all you’re probably both working in the...