It is hard to believe we are approaching the halfway point of 2023. We are seeing for ourselves and hearing from our ACE Peer Group members that leads don't feel as plentiful as they have in the past. And if you have been reading this Great Idea for a while, you will know that we firmly believe that you should be focusing on what you can control, not what you cannot, so today, I want to talk about a basic form of selling that never fails: the referral.
Without a doubt, I can tell you there is no better source for new clients than referrals. We have success because generally, they have a better understanding of expectations, they have a trusted source acting as our advocate, and in turn, they have pre-qualified themselves to be a future client.
We are in a relationship and reputational business. Grunder Landscaping Co., for example, even earns 75% of its business through referrals from existing clients, and I would hope that is the case considering we are approaching nearly 40 years in business.
We all know the importance of referrals, but my question to you this week is: Do you have a process for asking for MORE of them? A Dale Carnegie study found that 91% percent of customers say they'd give referrals if asked, but only 11% of salespeople ask for them directly. As our ACE Facilitator Jim Cali often reminds us: You do not get what you do not ask for.
This week when you are with a happy client or on a property with them, directly ask if they know anyone whom you should be calling on or meeting with that they know would appreciate your services.
To make this habit at your company, add "referrals" as an agenda item on your sales meetings and your management meetings, and start tracking the number weekly to keep it top of mind until it is a habit.
Remember, if you are NOT getting referrals from clients, that is an opportunity to learn why. Perhaps you just haven't asked or perhaps there is a deeper issue lurking that we need to sniff out and correct.
And I would be remise if I didn't ask you: How are you doing with team member referrals? There is no better source of labor and if you are NOT getting team member referrals, I would want to know why.
Have a great week and we will talk to you next week!
President & CEO
The Grow Group & Grunder Landscaping Co.
PS: Are you interested in test-driving our ACE Peer Group Program to see if it's a fit for you? Join us for ACE Discovery November 7-10. You'll have a chance to see what a typical meeting is like, get one-of-a-kind content, network with our current ACE Peer Group members at the ACE Summit and enjoy the beautiful Banff Springs Fairmont Hotel. This is a collection of hundreds of successful owners all focused on getting better together.