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3 Ways to Boost your Referral Game

coach with ball in a park in summer

coach with ball in a park in summer

How many times have you heard the phrase “get your head in the game?” Maybe you’ve heard this from a coach, your boss or even from yourself in a moment when things were just not going as planned. Whatever the case, we know it means it’s time to step it up. So get ready because you’re about to hear this once again – it’s time to get in the game – the referral game that is. What do I mean by “referral game?” Plain and simple, a referral is a recommendation for your service by a credible source. Referrals are the life blood when it comes to sustaining your real estate business. In fact, according to Buffini & Company, 82% of all real estate transactions come from repeat and referral business.

Now the question simply is, how can you boost your referral game to get those new clients and be a top player in the real estate industry. Let’s take a look:

1. Word of Mouth

It may seem old school, but word-of-mouth marketing is still the most effective way to gain referrals. Your database of current and past customers is one of your most valuable assets when it comes to getting those recommendations. In fact, a study conducted by Neilson found that people are 4x more likely to make a transaction when recommended by a friend or family member.

Here are a few ways you can leverage word-of-mouth marketing to gain referrals:

  •  Build trust: Put yourself in your buyer’s shoes – would you refer someone to your friends and family that you barely know? Probably not, especially if you want your recommendations to remain reputable. Referrals depend on trust, and the best way to gain trust is to be reliable and sincere.  Return phone calls, follow up and make the sale about the customer – it’s a turnoff when it seems like you only care about commission. In short, provide more than what they may expect.
  • Keep in touch via email campaigns: Keeping in touch with your past and present customers will not only help you build trust, it will also show them that you care, and keep you at the top of their minds. Email campaigns are a great way to keep in touch; since they can be automated, you can send out valuable information, like market reports, follow up emails, etc., at regular intervals.When you are fresh in your clients’ memories, they will be more likely to mention or refer you to their friends and family!
  • Ask: You can’t assume your clients are going to refer you to the people they know, you have to ask them. You could ask them to refer you verbally, add call to action or survey to an email, or offer some kind of incentive. Your customers will want to support you if you’ve provided them with a great experience!
  • Get online:  What your customer’s are saying about you online can make or break your business. Having an active social presence offers you yet another way to communicate personally with your customers. Additionally, if you make your content (like blog posts) shareable, your customers can repost to hundreds, or thousands of trusting friends.
  • Form network alliances:  Networking, whether it is at lunches, conferences, etc., can help you establish relationships with other credible, successful professionals with whom you can exchange referrals. These mutually beneficial relationships are known as referral alliances, and they’re a goldmine.

2. Testimonials

Did you know that, according to BrightLocal, 80% of consumers trust online reviews as much as personal recommendations? Adding testimonials to your site from your past clients can influence new visitors to your site, and returning visitors who have not converted. You can even ask your customers to review you outside of your site to further extend your reach. When potential customers read about the positive experiences you have provided to people much like themselves, they will be more inclined to move forward with your services.

What are some types of testimonials?

  • Written success stories – these are great to display on your website, blog, in emails targeting new leads, etc.
  • Online reviews – on service sites like Yelp, Angie’s List, Yellow Pages, etc., or on social media sites like Facebook and Twitter. These can be great to boost your credibility outside of your website.
  • Videos and images – because who doesn’t want to be that smiling family standing outside of their brand new house?

3. Inbound Links

Inbound, or referral links, are links back to your website from other sites. Evangelists from third party sites are incredibly powerful assets when it comes to expanding your presence, credibility and growth online. When they include an inbound link on their site or blog, you benefit from referral traffic that would not have existed otherwise.

A few ways to generate more inbound links include:

  • Blogging
  • Writing press releases
  • Hosting local events
  • Leveraging social media
  • Designing infographics

If you need help getting started building inbound links, HubSpot offers some great, in depth advice.

As a real estate agent, you already have a potential source of new opportunities at your disposal – those coming from referrals from your database contacts, and even other credible websites and professionals. Follow these tips and your referral game will be better than ever.

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Samantha Leonard
Samantha is a Digital Marketing associate at Boston Logic, who works closely with the Marketing and Sales teams to create engaging and valuable content, with the goal of educating leads and guiding them through the buyers journey.
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