The Keys To Getting Referrals as a Restoration Sales RepApr 28, 2023
Today, I want to discuss a common problem that restoration industry sales reps face: attending events and group meetings but not getting referrals. Why is that? I’ll share some common reasons for this and suggest something very specific you can do to change your luck.
If you don’t know who I am, I’m Scott Miller, the owner of thegrowthleague.com. I’m making these videos to help restoration business owners get more profitable, reduce the chaos and build something of great value they can sell someday when they are ready to move on. I also am hopeful that you’ll watch this video and take action - even if it’s simply booking a call with me.
If you want to learn more about how I help clients, book a call with me by clicking the link BELOW this video.
So why are reps making connections but not getting referrals? Here are three common reasons:
- Lack of 1-on-1 meetings: Sales reps attend events and gain visibility but don't go deep and build relationships with potential clients.
- Talking more than listening: Sales reps tend to be chatty - myself included sometimes in a selling situation - which can be a turn-off to potential clients. It's important to ask business questions and then listen for the answers.
- No trusted system for follow-up: In many cases, multiple touches are needed to secure a client, but sales reps don't have a good CRM system in place or they lack training, discipline, or accountability.
Here's something to try as a rep to overcome these challenges:
- Look through your contacts - that stack of business cards you’ve been collecting, and identify the top 50 with the most potential to refer work to you.
- Make a list of those 50 and schedule 1-on-1 meetings with them to talk about their challenges.
- Follow up with them on a 3-week rotation, even before and after meeting with them.
- Build a relationship with them by getting to know them personally and professionally. Ask about their biggest challenges and aspirations, not just their restoration needs.
- Don't be a "professional visitor" - sure, you should get to know them personally but be careful to not just make it all about the “small talk”. Show that you genuinely care about their success in their profession.
By implementing these steps, you can build a strong professional network that leads to new business opportunities and collaborations.
If you want to learn more about how my restoration coaching programs can help you, book a call with me by clicking the link below this video.
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